Position Overview
IRBsearch is seeking a driven and experienced Senior Market Development Executive to generate new business opportunities across our broad range of investigative industries, with a primary focus on the Investigations and Legal verticals. This role will help expand Tracers' brand across these markets while developing targeted strategies and opportunities within these key growth verticals.
Tracers provides powerful data and investigative solutions that help organizations access critical information, locate people and assets, investigate businesses and relationships, verify identities, and make more informed decisions.
In this role, you will be responsible for identifying prospective customers, engaging key decision-makers, and creating qualified sales opportunities through strategic, multi-channel outbound prospecting.
Within the legal vertical, you will capitalize on our established presence in the legal community, including relationships with bar associations and legal technology partners. You will engage attorneys, law firms, legal professionals, technology companies, and other organizations that can benefit from Tracers' data and investigative capabilities.
You will also help expand Tracers' presence within the parking enforcement vertical, identifying organizations and decision-makers that can leverage our data and technology to improve their operations and achieve better outcomes.
Key Responsibilities
- Develop and execute targeted outbound prospecting strategies across assigned verticals, with a strong focus on the legal market.
- Generate new business opportunities through a coordinated, multi-channel approach utilizing phone, email, LinkedIn, social media, and other relevant prospecting platforms.
- Build strategic outreach sequences that combine calls, personalized emails, LinkedIn engagement, and additional touchpoints to establish relationships and generate qualified opportunities.
- Leverage our existing bar association relationships and member-benefit partnerships to identify, engage, and convert opportunities within the legal community.
- Prospect into law firms, attorneys, legal professionals, legal technology companies, and other organizations serving the legal industry.
- Develop relationships with legal technology companies, bar associations, industry organizations, and other potential strategic partners that can expand Tracers' reach and create new partnership and referral channels.
- Identify and develop new partnership opportunities, including associations, technology providers, referral partners, and other organizations that can provide scalable access to prospective customers.
- Research target organizations, accounts, industries, and individual prospects to create relevant and personalized outreach.
- Develop a strong understanding of Tracers' data, investigative research capabilities, and solutions and how they address the needs of each target market.
- Effectively communicate Tracers' value proposition and tailor messaging to the specific challenges, priorities, workflows, and use cases of each prospect.
- Conduct professional virtual product demonstrations and sales presentations via Zoom, Microsoft Teams, and similar platforms, clearly demonstrating how Tracers' capabilities can address prospect needs and deliver business value.
- Conduct effective discovery conversations to understand prospect needs, challenges, current solutions, workflows, decision-making processes, and potential use cases.
- Qualify prospective opportunities, uncover business needs, and coordinate appropriate next steps with the sales organization.
- Consistently build and maintain a healthy pipeline of qualified opportunities through disciplined prospecting, follow-up, and relationship development.
- Maintain accurate and timely records of prospecting activities, conversations, opportunities, pipeline status, and next steps within the CRM.
- Collaborate closely with Sales, Marketing, Partnerships, Product, and other internal teams to improve campaigns, messaging, targeting, demonstrations, and go-to-market strategies.
- Provide market intelligence and prospect feedback to help Tracers identify emerging opportunities, competitive trends, customer needs, and ways to refine its approach within strategic verticals.
- Take increasing ownership of markets, accounts, partnerships, and strategic initiatives as performance and experience grow.
Qualifications & Preferred Experience
- Proven experience in business development, market development, sales, or a similar customer-facing revenue role, preferably within a B2B technology, SaaS, data, investigative, or information-services environment.
- Previous experience selling legal case management software, legal research solutions, investigative technology, or other legal technology products to attorneys and law firms is a strong plus.
- Experience selling to or developing relationships with attorneys, law firms, legal professionals, or other organizations within the legal industry is highly desirable.
- Previous experience working with bar associations, legal associations, member-benefit programs, or other professional membership organizations is a plus.
- Experience identifying, developing, and growing partnership, referral, and channel relationships, including associations, technology partners, strategic partners, and organizations that can generate new business opportunities.
- Comfortable conducting virtual product demonstrations, presentations, and sales meetings via Zoom, Microsoft Teams, or similar platforms, with the ability to clearly communicate product capabilities, use cases, and business value.
- Proficient in using CRM platforms to manage prospects, document activities, track opportunities, maintain follow-up schedules, and manage a disciplined sales pipeline.
- Strong outbound prospecting skills across phone, email, LinkedIn, social media, and other sales engagement channels.
- Ability to research prospective accounts and decision-makers and translate that research into thoughtful, personalized outreach.
- Strong discovery and consultative selling skills, with the ability to uncover customer needs, understand workflows and pain points, and connect those needs to relevant solutions.
- Excellent written and verbal communication skills, including the ability to engage professionally with attorneys, executives, business owners, technology partners, association leaders, and other senior decision-makers.
- Comfortable learning technical products, data solutions, and investigative workflows and translating complex capabilities into clear, compelling business value.
- Highly organized and self-directed, with the ability to manage multiple prospects, opportunities, partnerships, and follow-up activities simultaneously.
- Entrepreneurial mindset with a willingness to test new messaging, prospecting strategies, verticals, partnerships, and go-to-market approaches.
- Demonstrated ability to build relationships over time and develop opportunities that may require multiple touchpoints and longer sales cycles.
- Collaborative approach and ability to work effectively with Sales, Marketing, Partnerships, Product, and other internal teams.
- Track record of meeting or exceeding activity, pipeline development, qualified opportunity, or other sales performance goals.
Growth & Career Opportunity
This position offers significant opportunity for growth and advancement within Enformion and the Tracers brand.
We are looking for someone who wants to build more than a pipeline—we want someone who wants to build a career. As you demonstrate success, you will have the opportunity to take on greater responsibility, develop additional markets, work with larger and more strategic opportunities, and expand your role within the organization.
High performers will have opportunities to advance into more senior sales, business development, strategic account, market leadership, or management positions as Tracers continues to grow.
This role provides the opportunity to make an immediate impact while developing the experience, relationships, and business knowledge needed to take the next step in your career.
What Success Looks Like
Success in this role means consistently creating high-quality opportunities while developing a deep understanding of the markets you serve. You will become a trusted internal resource on your assigned verticals and an effective first point of contact for prospective customers and partners.
The strongest performers will:
- Consistently meet or exceed outbound activity and qualified opportunity goals.
- Build a healthy and sustainable pipeline across assigned markets.
- Develop thoughtful, personalized outreach rather than relying solely on high-volume prospecting.
- Become knowledgeable about the challenges, workflows, technologies, and use cases within the legal and parking enforcement markets.
- Effectively leverage Tracers' existing partnerships and market presence to create new opportunities.
- Identify and develop new partnership, association, referral, and channel opportunities that expand Tracers' market reach.
- Confidently conduct discovery conversations, product demonstrations, and presentations that connect Tracers' capabilities to customer needs.
- Build strong relationships with prospects, partners, associations, and internal stakeholders.
- Demonstrate initiative by identifying new accounts, market opportunities, messaging, partnerships, and prospecting strategies.
- Maintain a disciplined, accurate, and well-managed pipeline within the CRM.
- Show the ability and ambition to take on greater responsibility and progress into more senior sales positions.
Proven experience in business development or sales, preferably in B2B technology or data; strong outbound prospecting skills; CRM proficiency; ability to conduct virtual demos; excellent communication and consultative selling skills.
Key Responsibilities
- generating new business
- conducting outbound prospecting
- conducting product demonstrations
Skills & Tools
Zoom, Microsoft Teams, CRM, LinkedIn
Job Details
- Category: Sales
- Seniority: Mid Level
- Commitment: Full Time
- Workplace: Remote — United States
- Languages: English
About IRBsearch
A provider of data and investigative solutions helping organizations access critical information and make informed decisions. — Industry: Information Technology