Sales Exec - Law

Position: Sales Exec - Small Law
Location: Greater London

Job Description:

Sales Executive – Small Law Segment (England & Wales)
The Sales Executive is responsible for driving high-volume, high-velocity new business and retention sales of CoCounsel into the 1–3 fee earner law firm segment across England & Wales. Working closely with the Sales Manager, this role executes the day-to-day sales motion — converting marketing-generated leads, self-sourcing new opportunities, and managing a fast-moving pipeline ofsmall firm prospects and existing customers.

This is a hands-on, transactional sales role rather than a long-cycle consultative one. Success depends on speed, volume, and consistency: efficiently qualifying leads, running short and effective sales conversations, closing deals quickly, and handing customers into a smooth digital onboarding journey. The role directly supports CoCounsel's mission of helping the smallest firms compete forwork that was previously out of reach, by making adoption fast, simple, and low-friction.

Key Responsibilities New Business Sales
• Manage a high-volume pipeline of inbound and self-sourced leads within the 1–3 fee earner segment, applying disciplined qualification to prioritise effort on winnable opportunities.
• Run efficient, consultative sales conversations that quickly identify a prospect's pain pointsand map CoCounsel's value directly to their day-to-day practice needs.
• Consistently meet or exceed monthly/quarterly new business sales targets through a high-transaction, short-cycle sales approach, similar to the discipline required in comparable small law sales functions where reps must manage inbound leads, prospect for new opportunities and consistently apply superior salesmanship to win competitive opportunities.
• Proactively prospect into non-customer firms within the segment (via outbound calling,email, Linked In, referrals, and marketing-supplied lists) to build a healthy top-of-funnel pipeline.

Retention & Account Growth
• Own a book of existing small firm CoCounsel customers within the segment, managing renewals and proactively identifying churn risk.
• Spot and act on upsell/cross-sell opportunities within existing accounts (e.g. broaderCoCounsel adoption, additional users, complementary Westlaw/Practical Law content).
• Use product usage and engagement signals to prioritise outreach to accounts showing low adoption, protecting retention rates for the segment.

Marketing Collaboration
• Work closely with Marketing to ensure timely, consistent follow-up on marketing-qualified leads (MQLs), feeding back on lead quality and conversion outcomes.

Required Qualifications B2B sales experience: A proven track record in a high-volume, transactional B2B sales role with a quota. EHistory of hitting targets:
Evidence that you consistently meet or exceed monthly or quarterly sales targets in a short-cycle sales environment.

Strong prospecting skills: A track record of building your own pipeline through outbound calls, email, Linked In and referrals, alongside following up on inbound leads.

Pipeline management:
The ability to manage a large, fast-moving pipeline of new business and existing accounts, prioritising the opportunities most likely to close.

CRM discipline:
Hands-on experience with Salesforce or a similar CRM. You keep records accurate and up to date, and you forecast reliably.

Consultative communication:
You build rapport quickly, uncover a prospect's pain points in short conversations, and link product value directly to their day-to-day needs.

Resilience and drive:
You are comfortable with high daily and weekly activity levels and stay motivated when facing rejection and tough targets.

Data-driven self-improvement:
You track your activity and conversion numbers and use them to sharpen your approach.

Collaboration:

You work well…