Senior Inside Sales Representative

Martindale-Avvo; Newark (NJ); On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401(k) plan with company match

Paid vacation and holidays

Sick leave

Job summary

Martindale-Avvo is seeking a Senior Account Executive to join Acquisition Sales, focusing on acquiring law firm clients and positioning digital marketing solutions. You will drive ROI-driven, high-volume outreach and own the end-to-end sales cycle from discovery to closing, while maintaining a data-driven, forecastable pipeline in Salesforce.

Ideal candidates will have 3+ years of B2B inside sales with a proven track record of exceeding quota, proficiency in Salesforce and Outreach, and a growth

Qualifications

• 3+ years of B2B inside sales with 2–3+ years closing
• Strong consultative selling to uncover ROI and drive value
• Ability to manage a short-to-medium sales cycle (2–6 weeks)
• Proven success in new business acquisition (cold calling, follow-up)
• Fluency in Salesforce (or equivalent CRM) and building reports
• Strong working knowledge of Outreach or other sales engagement tools
• Comfort with Google Suite and other productivity platforms
• Excellent communication: verbal, video demos, written follow-up
• High resilience and growth mindset; SaaS/Digital marketing background preferred

Responsibilities

• Drive new business acquisition through outbound prospecting and tailored presentations
• Lead with ROI and consultative value to position products
• Own full sales cycle: prospecting to closing
• Maintain pipeline discipline, accuracy, and forecasting in Salesforce
• Leverage data-driven insights to target opportunities and improve outcomes
• Negotiate with confidence and close at or above pricing thresholds
• Mentor new hire Account Executives and share best practices
• Adapt to changing tools, buyer behaviours, and product launches

Skills

B2B inside sales

Closing experience

Consultative selling

CRM Salesforce

Sales engagement tools

Google Workspace

Tools

Salesforce

Outreach

Google Suite

Job description

Martindale-Avvo is seeking a high-performing Senior Account Executive (SAE) to join our Acquisition Sales organization. This role is designed for experienced sales professionals who excel at consultative, ROI-driven selling in a fast-paced, competitive environment. As an SAE, you'll be responsible for acquiring new law firm clients, positioning Martindale-Avvo's suite of digital marketing solutions, and consistently exceeding revenue goals while modeling best-in-class sales execution.

The legal industry is evolving rapidly, and attorneys are looking for trusted partners to help them compete in an increasingly digital-first market. Our Senior Account Executives are at the forefront of this transformation - helping law firms expand visibility, win new clients, and measure ROI through Martindale-Avvo's marketing and advertising solutions.

What You'll Do

• Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations.
• Lead with ROI and consultative value: position Martindale-Avvo's advertising, websites, and digital marketing products in a way that connects to firm-specific growth goals.
• Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing.
• Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce.
• Leverage data-driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes.
• Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds.
• Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives.
• Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience.

What You Bring

• Minimum of 3 years of B2B inside sales experience with 2-3+ years of closing experience with a proven track record of consistently exceeding quota.
• Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations.
• Demonstrated ability to manage a short-to-medium sales cycle (2-6 weeks) while maintaining high activity levels.
• Proven success in new business acquisition - cold calling, objection handling, pipeline creation, and disciplined follow-up.
• Technical proficiency:
• Fluency in Salesforce (or equivalent CRM) - building reports, maintaining pipeline hygiene, and pulling insights for decision-making.
• Strong working knowledge of Outreach or other sales engagement tools.
• Comfort with Google Suite and other productivity platforms.
• Excellent communication skills: professional verbal presence, confident presentations and on-video demos, and polished written follow-up.
• High resilience and growth mindset - competitive, coachable, and committed to continuous improvement.
• Background in digital marketing, SaaS, or SMB marketplaces preferred.
• Uncapped commission with OTE $140-180K for top performers
• 3 weeks paid vacation, sick days, paid holidays, and sick leave (where applicable)
• Medical, dental, vision, and life insurance benefits
• 401(k) plan with a company match
• Accessible leadership team and transparent career growth paths
• Recognition programs, performance incentives, and professional development opportunities

About Internet Brands

In addition to our awesome culture, we offer a comprehensive benefits package designed to support the health and well-being of you and your family. Our benefits include health insurance options such as medical, dental, and vision coverage, flexible spending accounts (FSA) for medical and dependent care, short-term and long-term disability insurance, and life and AD&D insurance. We also provide a 401(k) retirement savings plan with a company match, paid time off (PTO), paid holidays, commuter benefits as well as access to our Employee Assistance Program (EAP) and well-being coaching services. In addition, employees can take advantage of voluntary benefits such as home, auto and pet insurance, and discounted legal and financial services. For more details, feel free to inquire during the interview process.

Internet Brands®, headquartered in El Segundo, Calif, is a fully integrated online media and software services company focused on four high-value vertical categories: Health, Automotive, Legal, and Home/Travel. The company's properties and platforms include the WebMD, Medscape, and Henry Schein ONE networks, which are the global leaders in their markets; Nolo, Avvo, and Martindale, which form the largest consumer information provider in the legal market; and CarsDirect, Fodor's Travel, and many others which are leaders in their key vertical markets. Internet Brands' award-winning consumer websites lead their categories and serve more than 250 million monthly visitors, while a full range of web presence offerings has established deep, long-term relationships with SMB and enterprise clients. The company's powerful, proprietary operating platform provides the flexibility and scalability to fuel the company's continued growth. Internet Brands is a portfolio company of KKR and Warburg Pincus.

Internet Brands and its wholly-owned affiliates are an equal opportunity employer.