California Business Development Executive

Since 1984, Walker Advertising has bridged the gap between a law firm's need to grow and an underserved community's need for trustworthy legal services. Our teams lead with empathy and without ego to serve others through integrity and trust. We dare to think differently and work to consistently raise the bar, creating a workplace environment based on respect.

The Business Development Executive role is a field-based position, requiring excellent face-to-face, virtual, phone, and writing skills. This territory consists exclusively of law firms. The successful candidate draws on their high level of initiative and ability to apply strong business acumen to conduct a thorough needs analysis within their accounts and develop relationships with senior leaders within each firm. The successful BDE develops trust by demonstrating their credibility with all account stakeholders through knowledge of Walker’s lead generation services.

Client Prospecting:

• →Create and maintain a strong new client prospecting pipeline.
• →Develop and implement directed email and call campaigns and workflows to efficiently target a significant number of prospective clients in different practice areas and locations on a regular basis.
• →Explain Walker's complex lead contracts in a simplified way to prospective clients to sell the product effectively and properly manage expectations about the results expected.
• →Cultivate a deep understanding of Walker's products, Walker's top-tier clients, and Walker's meaningful history and use that understanding to leverage substantive prospective client relationships.
• →Demonstrate consistent progress toward pipeline and sales goals.
• →Leverage Walker's high conversion rates and strong reputation in the community to attract new clients.
• →Effectively communicate how the return on investment with Walker products pencils out with prospective clients.
• →Attend relevant conferences and seminars where prospective clients will be attending to make new in-person connections with prospects.
• →Meet or exceed all sales targets, pipeline targets, and metric targets set by management.

• Proven sales quota attainment track record.
• Proven new business development skills and ability to retain clients long-term.
• Proven ability to think and execute strategically.
• Excellent forecasting skills.
• Outstanding presentation, facilitation, communication, and negotiation skills.
• Proficiency with MS PowerPoint, Excel, Word, MS Teams, Zoom, and Salesforce.
• Outstanding client-focused Account Management skills.
• Excellent analytical and organizational skills.

• Bachelor's degree or higher ideally with a focus in Law, Business, Finance, or Sales.
• Understanding and managing complex sales cycles.
• 5+ years of experience selling to C-levels or to business owners, ideally to law firms.