Acquisition Sales Specialist - MLF

The Acquisition Sales Specialist is a quota‑carrying, full‑cycle sales role focused exclusively on acquiring net‑new customers within our Mid‑Sized Law Firm (MLF) segment. This role is foundational to building a scalable new‑logo engine, and your performance will directly shape our go‑to‑market strategy and long‑term growth trajectory.

Our product portfolio emphasizes CoCounsel Legal and CoCounsel AI tools, Westlaw/Practical Law, and partnership products such as Supio and Deep Judge, depending on the situation and fit.

Acquisition Representatives own the entire sales process, from first touch through closed‑won, within a clearly defined territory. Success is driven by real quotas, operational data, and performance KPIs that measure pipeline creation, conversion efficiency, and closed‑won revenue. This role does not include renewals or expansion revenue with existing customers, nor reactive account management unrelated to net‑new acquisition.

Each Acquisition Specialist has a dotted line to a Regional Core Growth Manager and is embedded with that manager’s team to promote collaboration and strategic alignment.

• Own full‑cycle sales of net‑new Core Growth MLF accounts (49 attorneys)
• Conduct outbound prospecting into white space accounts within the MLF segment
• Perform account research, prioritization, and multi‑threaded engagement
• Lead discovery, demos, deal strategy, pricing, negotiation, and closing
• Manage pipeline that supports monthly and quarterly quota attainment
• Maintain accurate CRM usage and disciplined sales process execution
• Collaborate with your aligned MLF Manager to support pod‑level priorities and segment strategy
• Attain net‑new pipeline creation targets per month
• Achieve closed‑won revenue from first‑time Core Growth Law Firm customers
• Demonstrate strong conversion rates from target account to qualified opportunity and high win rates on sourced opportunities
• Optimize average deal cycle time while meeting activity KPIs tied directly to new logo production

• 5+ years of experience in quota‑carrying B2B sales or new logo acquisition
• Demonstrated ability to generate pipeline through outbound prospecting
• Experience selling into law firms or professional services preferred
• Strong discovery, qualification, and closing capabilities
• Data‑driven, highly accountable, and coachable
• Ability to thrive in a pod model while maintaining full deal ownership
• Finding enjoyment in your job and bringing positive energy to the team
• Ability to challenge the status quo and look for better ways to win
• Demonstrate a strong will to win while operating with integrity
• Champion teammates’ success and jump in to help the full team succeed
• Ability to test new approaches within established boundaries and pivot quickly based on desired outcomes

• Flexibility & Work‑Life Balance:
  Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
• Career Development and Growth:
  Continuous learning and skill development programs, such as Grow My Way, to grow, lead, and thrive in an AI‑enabled future.
• Industry Competitive Benefits:
  Comprehensive plans including flexible vacation, company‑wide Mental Health Days off, Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial well‑being.
• Culture:
  Inclusion, belonging, flexibility, work‑life balance, and values such as Obsess over our Customers, Compete to Win, Challenge Your Thinking, Act Fast / Learn Fast, and Stronger Together.
• Social Impact:
  Two paid volunteer days off annually and opportunities for pro‑bono consulting projects and ESG initiatives.
• Real‑World Impact:
  Supporting the rule of law and justice worldwide through trusted, unbiased information.

In the United States, the comprehensive benefits package includes market‑competitive health, dental, vision, disability, and life insurance programs; a competitive 401(k) plan with company match; competitive vacation, sick leave, and paid holidays; parental leave; sabbatical leave; optional hospital, accident, and…