Associate, Sales (Internal Applicants Only)

Justia, Inc.; New York (NY); Remote; USD 65,000 - 90,000; Full time

Job summary

Expert Institute, the nation's leading expert consulting and insights platform, is seeking an Associate to drive early sales cycle activities. You will prospect outbound, handle inbound leads, and manage full-cycle deals in a fast-paced environment.

This role offers a clear path toward promotion to Sales Director, with KPIs tied to activity and deals closed. You will work in a decentralized or remote-friendly setting, collaborating with cross-functional teams to win trials and platform adoption.

Qualifications

• Experience in fast-paced transactional sales environments.
• Comfort with cold calling and self-sourcing meetings.
• Strong communication and presentation skills.
• Highly organized with attention to detail.
• Collaborative mindset across sales and customer-facing teams.

Responsibilities

• Execute outbound prospecting to identify new legal firm leads.
• Manage and close inbound leads to maintain a healthy sales pipeline.
• Own full-cycle sales process from first touch to close.
• Lead trial closing efforts for platform adoption.
• Meet success KPIs including call volume and trial starts.

Skills

Outbound Prospecting

Closing Transactions

Communication & Presentation

Organization & Time Management

Cross-functional Collaboration

Job description

Company Description

This posting is intended for current Expert Institute employees interested in being considered for this role. Internal candidates will be evaluated alongside external candidates and will participate in a similar recruitment process.

Expert Institute is the nation's leading expert consulting and insights platform, helping plaintiff firms win more cases and increase their profitability. Established in 2010, Expert Institute has supported over 5,000 firms nationwide across all areas of practice.

We connect litigators with top industry experts, innovative litigation research, physician consultations, and comprehensive due diligence — all delivered through our SaaS platform, Expert iQ. Leveraging proprietary data and analytics, we give plaintiff firms a winning edge.

Job Description

The Associate role is a high-impact position designed for individuals looking to accelerate their career in legal sales. As an Associate, you will be responsible for driving the initial stages of the sales cycle, from outbound prospecting to closing trial accounts. This role serves as a critical talent pipeline, with a structured 12-24 month path toward promotion to Sales Director (SD).

What You'll Do

• Execute outbound prospecting strategies to identify and engage new legal firm leads — including cold calling and self-sourcing your own meetings.
• Manage and close inbound leads to maintain a healthy sales pipeline.
• Own a full-cycle, transactional sales process from first touch to close, aggressively following up on open pipeline to keep deals moving and get them across the finish line.
• Lead trial closing efforts, ensuring a seamless transition from initial interest to platform adoption.
• Consistently meet success KPIs, including call volume, transaction counts, and trial starts, to qualify for promotion.

Who You Are

• An extremely self-motivated hunter who takes ownership of their pipeline and doesn't wait to be handed opportunities.
• A proactive and highly organized professional who thrives in a fast-paced environment.
• A collaborative people person who builds strong internal and external rapport.
• Adaptable and capable of working effectively in a decentralized or physically remote setting.
• Ambitious and goal-oriented, with a clear desire to grow into a Sales Director (Account Executive) role.

Qualifications

What We're Looking For

• Prior experience in a fast-paced transactional sales organization, ideally as a top performing SDR/BDR, or SMB AE.
• Comfort and confidence picking up the phone — cold calling is core to this role, not a fallback.
• A true hunter mentality: someone who proactively books their own meetings rather than relying solely on inbound or marketing-sourced leads.
• Strong communication and presentation skills with the ability to lead client meetings confidently.
• Highly organized with strong attention to detail and follow-through.
• Collaborative mindset with experience working cross-functionally across sales and customer-facing teams.