Sales Development Representative

Sales Development Representative

Are you a natural connector who finds genuine satisfaction in helping people through pivotal moments in their lives? Do you thrive on meaningful conversations, enjoy working toward measurable goals, and take pride in helping people take action on important decisions?

ELG Estate Planning is a leading Estate Planning and Elder Law firm serving families across Washington. For more than 20 years, we've helped thousands of families protect what matters most through thoughtful planning, exceptional service, and trusted guidance.

We are seeking a Sales Development Representative (SDR) to convert inbound inquiries into scheduled consultations through prompt response, thoughtful qualification, and persistent follow-up. You will help prospective clients take the next step toward protecting their families, assets, and future.

What You'll Be Doing

As our Sales Development Representative, you're not just answering phones, you're guiding prospective clients through the first stage of their journey with ELG.

You will own the firm's inbound lead pipeline from first contact through consultation scheduling. Success in this role comes from responding quickly, building trust, following up consistently, and helping prospective clients confidently take the next step.

Your day-to-day responsibilities will include:

• Responding to inbound leads and inquiries with urgency and professionalism
• Qualifying prospective clients and identifying opportunities to schedule consultations
• Building rapport and uncovering client needs through structured discovery conversations
• Following up on unscheduled and inactive leads through phone, email, and text outreach; using a consistent, multi-touch follow-up cadence
• Re-engaging dormant leads who previously expressed interest but did not schedule or move forward
• Conducting timely follow-up to prospective clients who have requested information or attended educational events
• Managing top-of-funnel activity within our sales pipeline in HubSpot
• Driving consultation attendance through proactive communication and follow-up
• Scheduling initial consultations for qualified prospects and ensuring a smooth handoff to our attorney team
• Completing required intake and conflict-check procedures prior to consultation scheduling
• Maintaining detailed notes and tracking all prospect interactions in HubSpot
• Providing an exceptional experience for every person who contacts our firm
• Managing ongoing follow-up workflows so qualified opportunities do not fall through the cracks

This is a full-time position, Monday through Friday, 8:30 AM to 5:00 PM PST.

What Success Looks Like

Success in this role is measured by speed-to-lead, consultation bookings, consultation attendance, follow-up consistency, CRM accuracy, and contribution to new client acquisition.

Key performance indicators include:

• Consistently achieving consultation scheduling goals
• Maintaining strong consultation show rates
• Maintaining consistent follow-up across new, unscheduled, inactive, and re-engaged leads
• Keeping CRM records accurate and current
• Helping the firm convert more prospective clients into paying clients

Why ELG Estate Planning?

We are a focused, established firm doing meaningful work in a specialized area of law, and we take pride in doing it well. At ELG, you'll have the opportunity to make an impact on families while working in a role where your effort, follow-through, and communication skills directly contribute to the firm's growth. If you're looking for a position that combines relationship-building, meaningful work, personal accountability, and measurable results, we'd love to meet you.

What We're Looking For

The ideal candidate has:

• 2+ years of sales experience, including qualifying, consultation setting, and follow-through
• A natural ability to connect with people over the phone and via email
• Excellent verbal and written communication skills
• Strong organizational habits and meticulous attention to detail
• Genuine passion for making a positive difference in people's lives
• A professional, positive, and enthusiastic approach to every interaction
• The ability to receive feedback, adapt quickly, and continuously improve
• Strong self-motivation and the ability to work independently while managing competing priorities
• Comfort learning and utilizing technology, including HubSpot, Microsoft 365, and virtual communication tools
• Confidence asking for commitment and guiding prospective clients toward a decision
• A strong sense of urgency when responding to new inquiries
• Persistence and discipline in following up when prospects do not respond immediately
• The ability to manage multiple conversations and follow-up workflows at the same time

Preferred Experience

We welcome candidates from a variety of relationship-focused sales backgrounds, including:

• Inside sales
• SDR or BDR roles
• Admissions counseling
• Financial services sales
• Insurance sales
• Account management
• Recruiting

Top Performers in This Role

Top performers typically:

• Enjoy talking with new people every day
• Are confident asking questions and guiding conversations
• Follow up consistently, even when prospects don't respond immediately
• Are motivated by goals and measurable results
• Balance empathy with the ability to help people make decisions
• Take ownership of outcomes rather than simply completing tasks
• Stay organized and disciplined while managing multiple opportunities at once
• Look for ways to improve their performance and learn from coaching

• Compensation & Benefits
• Base hourly rate of $22-$24 per hour plus monthly performance bonuses tied to consultation scheduling and attendance metrics. On-target earnings of $50,000-$60,000 annually.
• Health, dental, vision, and life insurance
• Simple IRA retirement plan with 3% employer match
• Two weeks of paid vacation to start
• Washington Paid Sick & Safe Leave
• Ten paid holidays per year