Sales Operations & Business Development Coordinator

About the role

Sullivan on Comp is a subscription-based legal research and technology platform serving the California workers’ compensation industry. The sales team is also expanding its business-development efforts for Cadence, an AI platform used by law firms and claims organizations to review and analyze workers’ compensation matters. Sullivan on Comp is seeking a proactive, highly organized Sales Operations & Business Development Coordinator to provide direct support to the Account Executive responsible for new-business development. The primary focus of this role is to support revenue-generating sales activity. Pipeline prioritization, prospect follow-up, trial engagement, re-engagement, and business-development support will take precedence over routine CRM cleanup and administrative tasks when priorities compete. This position combines HubSpot and pipeline management with prospect research, trial engagement, outbound follow-up, sales campaigns, and business-development support. The successful candidate will help ensure that promising opportunities receive consistent attention, stale opportunities are identified and appropriately re-engaged, and the Account Executive can spend more time on substantive sales conversations, demonstrations, relationship development, and closing.

Responsibilities

• Manage and prioritize the HubSpot sales pipeline, ensuring accurate deal, activity, forecast, and next-step data while identifying high-priority opportunities for Account Executive focus.
• Monitor active trials and prospect engagement, conduct outreach via phone and email, gather feedback, and schedule demonstrations, training sessions, and follow-up meetings.
• Research target organizations, decision-makers, and market opportunities within the California workers’ compensation industry using LinkedIn Sales Navigator and other business intelligence tools.
• Re-engage dormant leads, inactive opportunities, former customers, and trial users through targeted email, phone, and LinkedIn outreach campaigns.
• Support outbound business development efforts by booking qualified meetings and advancing prospects toward substantive sales conversations.
• Assist with HubSpot sequences, workflows, lead segmentation, webinars, re-engagement initiatives