Sales Operations & Business Development Coordinator

Sales Operations & Business Development Coordinator

Full Time El Segundo, CA, US

Salary Range: $32.00 To $38.00 Hourly

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 Hub Spot 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.

• $32 – $38/hour ($66,560 – $79,040 annually)
• Annual performance incentive of 5% target / 7.5% maximum

• Candidate must reside in CA.
• This position can be performed primarily in a remote environment, with up to 15% - 25% travel.
• Travel may include but is not limited to 2-3 meetings in SoCal Office, approximately 10 industry conferences or trade shows each lasting 2-4 days, and additional occasional business travel on an as-needed basis.

• Manage and prioritize the Hub Spot 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 Linked In Sales Navigator and other business intelligence tools.
• Re-engage dormant leads, inactive opportunities, former customers, and trial users through targeted email, phone, and Linked In outreach campaigns.
• Support outbound business development efforts by booking qualified meetings and advancing prospects toward substantive sales conversations.
• Assist with Hub Spot sequences, workflows, lead segmentation, webinars, re-engagement initiatives, and targeted marketing campaigns while monitoring campaign performance.
• Leverage sales intelligence and CRM data to identify follow-up priorities, uncover growth opportunities, and provide actionable recommendations to improve pipeline progression.
• Maintain detailed records of sales activities, prepare meeting briefings, track follow-up commitments, coordinate proposals, and support accurate forecasting and reporting.
• Collaborate with Account Management, Marketing, Customer Service, and other internal teams to support customer acquisition and revenue growth initiatives.
• Support industry conferences, trade shows, and firm events through planning, on-site participation, lead capture, post-event follow-up, and business travel as needed.

• 2+ years of experience in sales and/or business development in the Workers’ Compensation, Insurance,…