Sales Development Representative

NOTE: This position can work from our office in Alexandria, Virginia or remotely

POSITION OVERVIEW

Primary focus will be on growing our client base within the U.S. law firm market by identifying and qualifying new business opportunities. As a Sales Development Representative, you will play a critical role in building our pipeline through proactive prospecting, outreach, and early-stage relationship development. This role is designed as a fast-track opportunity to become a Key Account Manager (KAM) , with the potential to manage the full sales cycle and close deals as you demonstrate consistent performance and growth.

PRINCIPAL DUTIES & RESPONSIBILITIES (Essential Functions)

• Identify and generate new business opportunities through outbound prospecting (cold calling, email campaigns, LinkedIn outreach, events, and referrals);
• Book discovery meetings and product demonstrations for senior sales team members;
• Build and maintain strong early-stage relationships with prospective law firms.
• Conduct research and account mapping to identify key decision-makers and stakeholders;
• Maintain accurate CRM records, tracking outreach activity, pipeline development, and lead progression;
• Collaborate closely with marketing and sales teams to optimize messaging and campaign effectiveness;
• Stay informed about industry trends, competitor activities, and AI advancements in the legal and IP sectors.
• Provide structured feedback from prospects to support product and go-to-market improvements;
• Contribute to special projects and initiatives as assigned by management.

QUALIFICATIONS AND SKILLS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential function.

Education and Experience: Bachelor’s degree or equivalent work experience preferred; 1–2 years of experience in B2B sales, lead generation, or business development (SaaS experience is a plus); Proven ability to conduct high-volume prospecting activities and generate meetings.

• Strong communication and interpersonal skills;
• Confident and persuasive on the phone and in written communication;
• Resilient, goal-oriented, and comfortable handling objections;
• Highly organized with strong time-management skills;
• Self-motivated and able to work independently in a fast-paced environment;
• Interest in AI technologies and their applications within the legal or IP sectors;
• Willingness to travel occasionally for industry events;
• Fluent in English.

SUPERVISION RECEIVED - Supervision is provided by the Sales Director

SUPERVISION EXERCISED – No direct reports

PHYSICAL/SENSORY/MENTAL DEMANDS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to individuals with disabilities to perform the essential functions.

• Consistently standing and/or sitting
• Travel required – able to travel to client facilities, including overnight stays
• Consistently operating a computer and other office productivity machinery
• Remembering names and details
• Maintaining the confidentiality of all information that is or will be confidential and proprietary to Questel or Questel’s clients

ADDITIONAL REQUIREMENTS

• Verification of identity and criminal records check

DISCLAIMER

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Questel is an Equal Employment Opportunity employer. All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other factors prohibited by law.