Sales Exec - Small Law

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 of
small 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 for
work 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 points
and 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, LinkedIn, 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. broader
CoCounsel 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. E
• History 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, LinkedIn 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 within a structured sales process and with Marketing, Customer Success and Sales Management.
• Right to work: You are eligible to work in the UK.

Preferred Qualifications

• SaaS sales background: Experience selling software-as-a-service (SaaS) or subscription products, especially to small businesses or professional services firms.
• Full sales cycle ownership: Experience running the whole process yourself, from qualifying leads and prospecting to discovery, demos, handling objections, negotiating and closing.
• Legal market knowledge: Experience selling to law firms, or an understanding of how solicitors in small and high-street practices in England & Wales work and the commercial pressures they face.
• Legal tech product knowledge: Familiarity with Westlaw, Practical Law, LexisNexis, or practice management and legal research tools.
• AI and emerging tech fluency: Experience selling AI-powered or new technology products, including handling objections about trust, accuracy and data security.
• Product-led or digital sales experience: Experience selling where customers onboard digitally or through self-serve, and handing them over smoothly to onboarding or Customer Success teams.
• Sales methodology training: Formal training in a recognised approach such as SPIN, MEDDIC, Challenger or Sandler.
• Marketing alignment experience: Experience working closely with Marketing on marketing-qualified lead (MQL) follow-up, giving feedback on lead quality, and sharing insight from the market.
• Sales engagement tools: Familiarity with tools such as Outreach, Salesloft, LinkedIn Sales Navigator or ZoomInfo.
• Degree or equivalent: A degree in law, business or a related subject, or equivalent commercial experience.

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