Note: The job is a remote job and is open to candidates in USA. Michael Sullivan & Associates LLP operates Sullivan on Comp, a subscription-based legal research and technology platform serving California’s workers’ compensation industry, and is expanding business development for its Cadence AI platform. The Sales Operations & Business Development Coordinator will support revenue-generating sales activity through pipeline management, prospect research, trial engagement, outbound follow-up, sales campaigns, and business-development coordination.
Responsibilities
- Manage and prioritize the HubSpot sales pipeline, ensuring accurate deal, activity, forecast, and next-step data while identifying high-priority opportunities for Account Executive focus
- Monitor active trials and prospect engagement, conduct outreach via phone and email, gather feedback, and schedule demonstrations, training sessions, and follow-up meetings
- Research target organizations, decision-makers, and market opportunities within the California workers’ compensation industry using LinkedIn Sales Navigator and other business intelligence tools
- Re-engage dormant leads, inactive opportunities, former customers, and trial users through targeted email, phone, and LinkedIn outreach campaigns
- Support outbound business development efforts by booking qualified meetings and advancing prospects toward substantive sales conversations
- Assist with HubSpot sequences, workflows, lead segmentation, webinars, re-engagement initiatives, and targeted marketing campaigns while monitoring campaign performance
- Leverage sales intelligence and CRM data to identify follow-up priorities, uncover growth opportunities, and provide actionable recommendations to improve pipeline progression
- Maintain detailed records of sales activities, prepare meeting briefings, track follow-up commitments, coordinate proposals, and support accurate forecasting and reporting
- Collaborate with Account Management, Marketing, Customer Service, and other internal teams to support customer acquisition and revenue growth initiatives
- Support industry conferences, trade shows, and firm events through planning, on-site participation, lead capture, post-event follow-up, and business travel as needed
Skills
- * Candidate must reside in CA
- * This position can be performed primarily in a remote environment, with up to 15% - 25% travel
- * 2+ years of experience in sales and/or business development in the Workers' Compensation, Insurance, Legal Tech, SAAS, or similar Legal Services industry
- * Experience using HubSpot or similar CRM
- * Experience providing client activation and renewal support to account management, sales, or customer success teams
- * Strong organizational skills, highly detail-oriented, excellent time management, and holding strong follow-through abilities
- * Strong multi-tasking abilities, ability to work independently, and proactively work as part of a team
- * Be comfortable working with spreadsheets, reports, databases, and sales systems
- * Strong customer service and ability to communicate professionally on the phone and via email
- * Exercise good judgment regarding when an issue should be escalated
- * Be willing and able to travel for conferences, trade shows, and firm meetings
Benefits
- Annual performance incentive of 5% target / 7.5% maximum
- This position can be performed primarily in a remote environment
- Medical plan options including Kaiser Permanente HMO, Cigna EPO, and Cigna PPO
- Dental coverage through Delta Dental with DHMO and PPO options
- Vision coverage through VSP
- Firm-Paid Life/AD&D (up to $150k) & Long-term Disability (LTD) Insurance
- Firm-Paid Employee Assistance Program (EAP) offering confidential support
- 401(k) retirement plan with employer contribution
- Critical Illness, Accident, and Hospital Indemnity Coverage, available at group rates
- Flexible Spending Account (FSA) and Dependent Care Assistance Program (DCAP) options for eligible pre-tax expenses
- Voluntary short-term disability (STD) coverage
- Supplemental Life and AD&D Insurance
- Optional Pet Insurance, because family comes in many forms
Company Overview