Expert Institute

Build and manage a sales pipeline, develop strategies for client acquisition and expansion, and manage the full sales cycle. | Proven success in B2B sales, experience selling to law firms or insurance carriers, strong communication and negotiation skills, and ability to operate independently. | About Expert Institute Expert Institute is the leading technology platform that connects litigation attorneys with expert witnesses. As the largest player in a multi-billion-dollar market, we’ve only just begun to tap into the whitespace with ~2% market share. We serve thousands of clients in all 50 states, supported by over 1M in-network experts and a support staff of 100+. Joining our team means stepping into a fast-growing, profitable, technology business at an early stage of its journey. Job Description As a Director of Business Development, you will join an established, high-growth sales organization within a division at a pivotal early stage. You will have the autonomy to build your own book of business, identifying and capitalizing on opportunities for new business growth and account expansion. In this role, you will lead relationship development with defense & commercial law firms, insurance carriers, and in-house counsel, forging new accounts while expanding our footprint within existing relationships. This position offers strong opportunities for growth within the team. (Travel Required.) What You’ll Do Build and maintain a robust sales pipeline through targeted outbound outreach to defense firms and insurance carriers (cold calls, networking, industry events, referrals) and inbound leads from firms in your territory. Manage inbound requests for information from law firms or insurance carriers. Lead outreach and navigation to decision makers, including managing partners, claims executives, risk leaders, practice group heads, and procurement stakeholders. Expand relationships within new and existing partner organizations, driving growth through repeat business and broader engagement. Manage the full sales cycle, from outreach and discovery through proposal, negotiation, and close. Develop sales strategies, messaging, and positioning tailored to defense and insurance audiences. Collaborate cross-functionally with operations and service delivery teams to ensure consistent value delivery to clients. Maintain deep knowledge of defense litigation trends, insurance carrier workflows, and related business challenges. Qualifications You’re a proven B2B sales professional with a strong track record of selling directly to law firms and growing revenue with institutional clients. You understand complex buying processes and thrive on proactive outreach and solution-oriented relationship development. You’re energized by a large, untapped market, motivated by significant financial upside, and skilled at persistently moving deals from cold outreach through negotiation and close. 5+ years of full-cycle B2B sales experience, including strong results in new business development and account growth, focused on clients with long-tail close times. Proven success in selling to institutional clients, with a strong preference forthose expereinced selling into defense law firms and/or vendor-focused decision-makers within insurance carriers. Excited by and skilled in outbound prospecting (cold calling, networking, executive outreach) and consultative selling. Comfortable with long sales cycles and complex buying processes. Exceptional communication, negotiation, and relationship-building skills. Ability to operate both independently and collaboratively in a fast-paced, entrepreneurial environment. Able to travel nationally up to 25% of the time. Proficiency with CRM tools (Salesforce preferred) and sales engagement technology. Additional Information Work Environment The position offers a high level of visibility and engagement with teams across departments and locations. Benefits: Collaborative culture Strong health, dental, and vision options as well as a significant 401(k) match Unlimited PTO after two years of service All information provided will be kept confidential in accordance with EEO guidelines.

Drive new business growth and manage existing accounts through outbound sales, cold calling, client meetings, and mentoring a BDR within a defined territory. | 5+ years of full-cycle B2B sales experience selling to law firms, strong Salesforce and calendar management skills, proven quota achievement, polished business presence, and ability to travel 25%. | ABOUT US Expert Institute is the nation's leading expert consulting and insights platform, helping client law firms win more cases and increase their profitability. Established in 2010, Expert Institute has grown significantly to support over 5,000 of the best law 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, to give our client law firms a winning edge for everyone they represent At Expert Institute, at our core, we provide exceptional tools and resources for trial attorneys. Trial attorneys who want the best outcome for their client. Trial work is demanding and intense, and so is the work we do every day at Expert Institute. We believe a winning spirit requires a relentless commitment to high performance and that we win as a team, and everyone on the team will do their best every day to make sure we win together. That's a winning mindset. If you have it, we'd love to hear from you. Job Description Strong need for a candidate in the Southwest Expert Institute is looking for a sales professional who has experience selling 1:1, preferably to law firms. This is a mid-to-senior-level individual contributor role responsible for driving new business growth and managing existing accounts within a defined territory (single or multi-state). Expert Institute has established a strong reputation as the premier industry provider, offering innovative and unique products unavailable elsewhere. If you thrive on building strategic relationships in a large, addressable market, are motivated by significant financial rewards, enjoy partnering closely with law firms to enhance their profitability, and are comfortable initiating cold calls, leveraging resources, and creatively managing deals from initial outreach through negotiation and close, this position offers an exceptional opportunity for professional growth and advancement. ABOUT THE POSITION Our Sales Directors Tirelessly drive new business sales within their territory via personal contact (outbound cold calls and inbound warm leads, as well as marketing outreach and participation in industry events) Consider a variety of contract lengths - both short-term transactional business (quick wins!) as well as longer-term trial and subscription contracts that best serve their law firm clients Operate within a pod team structure, working closely with dedicated BDR within the territory to deliver a seamless client experience Have access to a range of sales support resources to ensure selling success (e.g. sales operations, marketing campaigns, inbound leads, and the expertise of our Research, Product, and Medical teams) but you are doing the selling. (This is not an enterprise sales role.) Core Responsibilities: Deliver against your territory quota by building a strong sales pipeline Lead outbound sales efforts through cold-calling, e-mail marketing, social channels, networking, virtual and in-person meetings, and participation in conferences and events Lead the prospect through the full sales cycle from pitch to negotiation to closing Travel to existing and prospective clients (and industry events) within their territory Mentor and provide guidance to a BDR within the territory Qualifications YOUR BACKGROUND 5+ years of experience in full-cycle B2B sales with proven success selling to law firms Tenure in one role of at least four years Consistent achievement of exceeding sales quotas Strong administrative mastery of Salesforce and your calendar Selling directly to end users (lawyers, paralegals, legal administrators) Polished business presence and strong business acumen Experience conducting both virtual and in-person sales meetings Ability to work in a fast-paced, quickly evolving environment Exceptional communication skills; professionally persistent; and strong skill sets in cold-calling and overcoming objections Knowledge of Google products, and Salesforce strongly preferred Travel required (=>25%) Additional Information Expert Institute is a leading employer in our space and offers comprehensive employee benefits, designed to help support our colleagues’ varying personal and family needs. A Home Office setup intended to power your performance Expense account for travel and entertainment Top-tier Medical, Dental, and Vision Pre-tax savings options 401(k) Plan with significant match A wealth of other benefits Continued Education Allowance All your information will be kept confidential according to EEO guidelines.