California Business Development Executive

About Walker Advertising

For over 40 years, Walker Advertising has helped connect people seeking legal assistance with the right attorneys, partnering with law firms across the country to expand their reach and impact. Founded on Mary Ann Walker Aguirre’s efforts to overcome language barriers and improve access to justice, Walker has grown into a national network of more than 600 law firms, connecting millions of consumers with legal representation.

Through trusted brands, innovative marketing, and a commitment to serving diverse communities in both English and Spanish, Walker Advertising helps law firms grow while advancing a larger purpose: creating positive change and expanding access to justice for all.

About the role

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.

California Roles: This position is field-based and requires the ability to work in person 2–3 days per week within the assigned California territory, in addition to virtual, phone, and remote work for the remainder of the week.

Responsibilities

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.

Client Management and Growth:

• Develop strong and meaningful business relationships with preeminent Walker clients to foster long-term partnerships.
• Add value to Walker clients by training the law firm's intake team on how to best monetize Walker leads and improve their firm as a whole.
• Forecast and analyze the return on investment of Walker leads for clients on a regular basis, including intangible benefits incurred.
• Track client conversion rates with Walker leads and coach clients regularly on improving conversion.
• Strategize how to distribute limited inventory among clients based on which clients will best monetize the leads delivered and who has the most potential to grow with Walker.
• Become an asset to clients by leveraging connections and staying educated on trends in the legal field to bring added value to clients regularly.
• Meet with clients frequently to determine how Walker products are performing for the client and what additional Walker products will provide them even more value.
• Develop a deep understanding of average settlement values of certain case types and the strengths of Walker contracts in specific geographic areas to help clients invest in Walker products that suit the client best.
• Communicate regularly with management about client concerns and potential deals in a solutions-oriented way.

Qualifications

• 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.

Experience

• 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.

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: $90,000 + uncapped commission

AI Disclaimer & Accommodations

We may use AI-enabled tools to assist with certain parts of our hiring process, including application review and candidate evaluation. These tools support our team and are used with human oversight. All final hiring decisions are made by humans.

If you require reasonable accommodations during the application process or have questions about our hiring process, please contact [email protected].