Sales Executive (Small Law) in London

• 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
• 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

History of hitting targets:

Evidence that you consistently meet or exceed monthly or quarterly sales targets in a short-cycle sales environment

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

Strong prospecting skills:

A track record of building your own pipeline through outbound calls, email, LinkedIn and referrals, alongside following up on inbound leads

Data-driven self-improvement:

You track your activity and conversion numbers and use them to sharpen your approach

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

Right to work:

You are eligible to work in the UK

Collaboration:

You work well within a structured sales process and with Marketing, Customer Success and Sales Management

Resilience and drive:

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

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

Degree or equivalent:

A degree in law, business or a related subject, or equivalent commercial experience

Sales engagement tools:

Familiarity with tools such as Outreach, Salesloft, LinkedIn Sales Navigator or ZoomInfo B2B sales experience: A proven track record in a high-volume, transactional B2B sales role with a quota

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