Senior Account Executive, Martindale Avvo Leads at Internet Brands

Job description

Senior Account Executive at Martindale-Avvo Leads Inside Sales Martindale-Avvo Leads is seeking a high-performing Senior Account Executive (SAE) to join our Acquisition Sales organization. This role is designed for experienced sales professionals who excel at consultative, ROI-driven selling in a fast-paced, competitive environment. As an SAE, you’ll be responsible for acquiring new law firm clients, positioning Martindale-Avvo’s Leads digital marketing solutions, and consistently exceeding revenue goals while modeling best-in-class sales execution. The legal industry is evolving rapidly, and attorneys are looking for trusted partners to help them compete in an increasingly digital-first market. Our Senior Account Executives are at the forefront of this transformation - helping law firms expand visibility, win new clients, and measure ROI through Martindale-Avvo Leads’ marketing and advertising solutions. What You’ll Do • Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations. • Lead with ROI and consultative value: position Martindale-Avvo Leads’s advertising digital marketing products in a way that connects to firm-specific growth goals. • Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing. • Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce. • Leverage data-driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes. • Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds. • Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives. • Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience. • Accurate(+/- 5%) weekly forecasting • Proficient in a sales methodology (BANT, MEDDPIC, etc.) What You Bring • Preferred 2-3+ years of B2B inside sales experience, including 2–3+ years of closing experience with a proven track record of consistently exceeding quota. • Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations. • Demonstrated ability to manage a short-to-medium sales cycle (2–4 weeks) while maintaining high activity levels. • Proven success in new business acquisition — cold calling, objection handling, pipeline creation, and disciplined follow-up. • Technical proficiency: • Fluency in Salesforce (or equivalent CRM) - building reports, maintaining pipeline hygiene, and pulling insights for decision-making. • Strong working knowledge of Outreach or other sales engagement tools. • Comfort with Google Suite and other productivity platforms. • Excellent communication skills: professional verbal presence, confident presentations and on-video demos, and polished written follow-up. • High resilience and growth mindset - competitive, coachable, and committed to continuous improvement. • Background in digital marketing, SaaS, or SMB marketplaces preferred. • Experience with sales or involvement in the Legal Industry also preferred. Compensation & Benefits • Uncapped commission • Paid vacation, holidays, and sick leave (where applicable) • Medical, dental, and vision benefits 401(k) with company match • Accessible leadership team and transparent career growth paths • Recognition programs, performance incentives, and professional development opportunities At Internet Brands, we carefully consider a wide range of factors when determining compensation, including your background and experience. These considerations can cause your compensation to vary. We expect the compensation for this role to depend on your skills, qualifications, and experience. We encourage all interested candidates to apply. In addition to our awesome culture, we offer a comprehensive benefits package designed to support the health and well-being of you and your family. Our benefits include health insurance options such as medical, dental, and vision coverage, flexible spending accounts (FSA) for medical and dependent care, short-term and long-term disability insurance, and life and AD&D insurance. We also provide a 401(k) retirement savings plan with a company match, paid time off (PTO), paid holidays, as well as access to our Employee Assistance Program (EAP) and well-being coaching services. In addition, employees can take advantage of voluntary benefits such as home, auto and pet insurance, and discounted legal and financial services. For more details, feel free to inquire during the interview process. Internet Brands®, headquartered in El Segundo, Calif, is a fully integrated online media and software services company focused on four high-value vertical categories: Health, Automotive, Legal, and Home/Travel. The company's properties and platforms include the WebMD, Medscape, and Henry Schein ONE networks, which are the global leaders in their markets; Nolo, Avvo, and Martindale, which form the largest consumer information provider in the legal market; and CarsDirect, Fodor's Travel, and many others which are leaders in their key vertical markets. Internet Brands' award-winning consumer websites lead their categories and serve more than 250 million monthly visitors, while a full range of web presence offerings has established deep, long-term relationships with SMB and enterprise clients. The company's powerful, proprietary operating platform provides the flexibility and scalability to fuel the company's continued growth. Internet Brands is a portfolio company of KKR and Warburg Pincus. Internet Brands is an equal opportunity employer, and we welcome applicants from all backgrounds. We comply with all applicable laws and regulations, including the City of Los Angeles Fair Chance Initiative for Hiring Ordinance (FCIHO). Notice to California residents: you can find information about our privacy practices, on: internetbrands.com

Requirements

Must-haves

Senior Account Executive at Martindale-Avvo Leads Inside Sales
What You’ll Do
Drive new business acquisition through high-volume outbound prospecting, consultative discovery, and tailored solution presentations.
Lead with ROI and consultative value: position Martindale-Avvo Leads’s advertising digital marketing products in a way that connects to firm-specific growth goals.
Own the full sales cycle: from prospecting and qualifying through discovery, proposal, negotiation, and closing.
Master pipeline management: maintain disciplined activity, pipeline accuracy, and forecasting within Salesforce.
Leverage data-driven insights: use metrics, reporting, and market trends to target opportunities and improve client outcomes.
Negotiate with confidence: handle objections, present competitive differentiation, and close deals at or above minimum pricing thresholds.
Act as a peer leader: model sales excellence, share best practices and mentor new hire Account Executives.
Adapt and thrive through change: embrace new sales tools, evolving buyer behaviors, and product launches with agility and resilience.
Accurate(+/- 5%) weekly forecasting
Proficient in a sales methodology (BANT, MEDDPIC, etc.)
Strong consultative selling skills with the ability to uncover business pain points, articulate ROI, and deliver compelling solution presentations.
Demonstrated ability to manage a short-to-medium sales cycle (2–4 weeks) while maintaining high activity levels.
Proven success in new business acquisition — cold calling, objection handling, pipeline creation, and disciplined follow-up.
Fluency in Salesforce (or equivalent CRM) - building reports, maintaining pipeline hygiene, and pulling insights for decision-making.
Strong working knowledge of Outreach or other sales engagement tools.
Comfort with Google Suite and other productivity platforms.
Excellent communication skills: professional verbal presence, confident presentations and on-video demos, and polished written follow-up.
High resilience and growth mindset - competitive, coachable, and committed to continuous improvement.

Nice-to-haves

Preferred 2-3+ years of B2B inside sales experience, including 2–3+ years of closing experience with a proven track record of consistently exceeding quota.
Background in digital marketing, SaaS, or SMB marketplaces preferred.
Experience with sales or involvement in the Legal Industry also preferred.

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Benefits

Benefits detected in the listing.

Health Insurance

Dental

Vision

401(K)

Pto

Paid Time Off

Professional Development