About The Role
The Sales Development Representative (SDR) is responsible for generating qualified pipeline for the Business Development Executive team by identifying and engaging law firms that could benefit from Walker’s legal lead generation programs.
This role focuses on outbound prospecting, consultative discovery, and opportunity qualification before handing off qualified opportunities to sales representatives. Walker sells ROI-driven legal marketing programs. Successful SDRs in this role operate as both hunters and business advisors, capable of having thoughtful conversations with law firm decision makers.
Responsibilities
Identify and engage prospective law firms that could benefit from Walker Advertising’s lead generation services including but not limited to:
- Client Prospecting
- Conduct target account research to identify law firms that fit Walker’s ideal client profile
- Perform cold calling outreach to law firms and legal practices
- Execute personalized email prospecting along with structured outreach sequences
- Use LinkedIn prospecting and engagement to initiate conversations with legal decision makers
Support the development of qualified opportunities and contribute to long-term client growth by identifying strong prospective partnerships including:
- Opportunity Qualification
- Conduct discovery conversations to assess whether a firm is a strong fit for Walker’s programs
- Qualify practice areas such as Personal Injury and Motor Vehicle Accident
- Identify key buyer personas including Managing Partners, Firm Owners, and Marketing Leaders
- Evaluate the firm’s current marketing strategies and growth goals
- Understand intake capabilities, case values, and geographic markets
- Schedule qualified meetings with Business Development Executives within defined timelines
- Document prospect engagement and qualification criteria within Salesforce
- Pipeline Development
- Maintain consistent outbound prospecting activity and track engagement in Salesforce
- Build and maintain a pipeline of qualified opportunities including meetings scheduled and held that lead to pipeline growth
- Share outreach strategies, messaging improvements, and prospect insights with the sales team
- Sales Team Collaboration
- Partner closely with Business Development Executives (BDEs) to ensure smooth handoff of qualified opportunities
- Provide context and insights from prospect conversations
- Contribute feedback that helps refine targeting, messaging, and outreach strategies
What Makes You Successful in this Role
- Persistent and resilient in high-activity outbound environments
- Comfortable engaging business owners and senior professionals
- Curious about businesses and how they grow
- Organized and disciplined in managing outreach and CRM documentation
- Strong communicator capable of thoughtful, consultative conversations
Experience and Education
- 1–2 years of B2B outbound sales experience (SDR, BDR, or similar role) and proven sales quota attainment track record.
- Experience prospecting through calls, email, and LinkedIn
- Experience working in high activity outbound environments
- Experience selling into Legal Markets or professional services is strongly preferred.
- Bachelor’s degree or Associates degree in Business, Marketing, Communications, Legal Studies, or related field. Relevant sales experience will also be considered.
- Experience with tools and technology such as Salesforce CRM, Sales Engagement Tools (Outreach, Apollo, Gong, Hubspot, or Groove), LinkedIn Sales Navigator, Sales Intelligence tools such as Zoominfo
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
$50,000 base + $35,000 variable compensation (OTE: $85,000)
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].
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.