Sales Development Representative
About Walker Advertising
Since 1984, Walker Advertising has been dedicated to bridging the gap between law firms' needs for growth and underserved communities' need for trustworthy legal services. Our teams operate with empathy and integrity, fostering a workplace where employees are valued as whole individuals.
About The Role
The Sales Development Representative (SDR) plays a crucial role in generating qualified pipeline for the Business Development Executive team. This role involves outbound prospecting, consultative discovery, and opportunity qualification before handing off qualified opportunities to senior sales representatives. Walker specializes in complex, ROI-driven legal marketing programs, and successful SDRs must be able to have thoughtful conversations with law firm decision-makers.
Responsibilities
Client Management and Growth: Support the development of qualified opportunities and contribute to long-term client growth by identifying strong prospective partnerships, conducting discovery conversations, qualifying practice areas, identifying key buyer personas, evaluating firm’s current marketing strategies, and understanding intake capabilities, case values, and geographic markets. Schedule qualified meetings with Business Development Executives within defined timelines and document prospect engagement and qualification criteria within Salesforce.
Pipeline Development: Maintain consistent outbound prospecting activity and track engagement in Salesforce. Build and maintain a pipeline of qualified opportunities, including meetings scheduled and held that lead to pipeline growth. Share outreach strategies, messaging improvements, and prospect insights with the sales team.
Sales Team Collaboration: Partner closely with Business Development Executives (BDEs) to ensure smooth handoff of qualified opportunities. Provide context and insights from prospect conversations and contribute feedback that helps refine targeting, messaging, and outreach strategies.
Client Prospecting
Identify and engage prospective law firms that could benefit from Walker Advertising’s lead generation services. Conduct target account research, perform cold calling outreach, execute personalized email prospecting, and use LinkedIn prospecting and engagement to initiate conversations with legal decision makers. Follow up on conference and event leads in a timely manner and develop outreach messaging tailored to a firm's practice areas, market, and growth objectives.
What Makes You Successful In This Role
Persistent and resilient in high-activity outbound environments.
Comfortable engaging business owners and senior professionals.
Curious about businesses and how they grow.
Organized and disciplined in managing outreach and CRM documentation.
Strong communicator capable of thoughtful, consultative conversations.
Experience And Education
Bachelor’s degree in Business, Marketing, Communications, Legal Studies, or related field preferred.
Associate’s degree with relevant sales experience will also be considered.
Proven sales quota attainment track record.
Proficiency with Microsoft Office Suite.
Experience with tools and technology such as Salesforce CRM, Sales Engagement Tools (Outreach, Apollo, Gong, Hubspot, or Groove), LinkedIn Sales Navigator, Sales Intelligence tools such as Zoominfo.
Benefits/Perks
3 Weeks Paid Time Off
12 Weeks of Paid Parental Leave
Comprehensive Insurance Coverage (Medical, Dental, Vision, etc.)
401(k) Retirement Savings Plan
Wellness Initiatives/Employee Assistance Program
Rewards and Recognition Programs
Career Development Opportunities
Compensation
$50,000 base + $35,000 variable compensation (OTE: $85,000)