Closer — Consultative B2B Sales for Legal Services

Jimerson Birr, P.A.; Jacksonville (FL); Sur place; USD 70 000 - 120 000; Plein temps

Résumé du poste

Jimerson Birr, P.A. in Jacksonville, FL is seeking an Account Executive (Closer) to own the commercial three-quarters of every sales conversation — running consultative discovery, presenting solutions, and closing qualified opportunities — so attorneys show up only where legal judgment actually changes the outcome.

This is the first close-side hire at Jimerson Birr, and the seat that starts the shift from lawyers closing deals to a trained sales professional owning the close.

Qualifications

• 3+ years’ experience in consultative B2B or professional-services sales.
• Experience in selling to executive buyers and multiple stakeholders.
• Ability to anchor price and defend a proposal live.
• CRM/pipeline management experience.
• Strong written and verbal communication; professional presence to represent the firm.

Responsabilités

• Run consultative discovery on every consult: diagnose the business problem, quantify the stakes, establish the cost of inaction, and reach agreement on value before price — handling executive buyers and multi-stakeholder cycles without an attorney in the room.
• Complete final qualification on the call itself, and disqualify honestly where the fit isn’t there rather than pushing a deal that shouldn’t close.
• Close hourly and standard fixed-fee work in the room; for larger or non-hourly engagements, discover the opportunity toward a solutions call with a dated next step, and lead Legal Longevity conversations.
• Revert out-of-scope requests to a change order rather than absorbing them into the deal.
• Brief the Deal Desk with complete discovery input so the first proposal draft is the right draft, then present live, anchor high, and frame hourly honestly against fixed and recurring options.
• Handle price and scope objections on the call and hold the guardrails, driving every consult to a decision or a firmly defined next step — never an open-ended follow-up.
• Run a value-adding chase cadence after every proposal — never a naked check-in — using the client’s real deadlines as honest urgency, through to a signed agreement.
• Sign the correct agreement exhibit, hand off cleanly to the Engagement Specialist for issuance, and keep stages, close dates, value, probability, and next steps current in the platform at all times.
• Dedicate a smaller portion of your time to proactively developing new business — prospecting and outreach to build pipeline alongside inbound consults — while the majority of your role remains closing warm, qualified opportunities.
• Recognize escalator triggers and pull the attorney in for the specific technical or high-stakes question, hold the bright line on legal advice with the scripted escalation phrase under pressure, and feed win, loss, and objection patterns back to sales leadership.

Connaissances

Consultative selling

Executive relationship management

Negotiation

Communication skills

Formation

Bachelor’s degree preferred

Outils

Salesforce

Litify

CRM tools

Description du poste

Jimerson Birr, P.A. in Jacksonville, FL is seeking an Account Executive (Closer) to own the commercial three-quarters of every sales conversation — running consultative discovery, presenting solutions, and closing qualified opportunities — so attorneys show up only where legal judgment actually changes the outcome.

This is the first close-side hire at Jimerson Birr, and the seat that starts the shift from lawyers closing deals to a trained sales professional owning the close.