Account Executive, Virtual Sales

Location

Fully Remote (U.S.)
Pay: $20–$24/hour based on experience + uncapped commissions
Role Overview
Records On Time is a nationwide medical record retrieval company built by a practicing PI attorney. We are seeking a highly motivated, cold-calling driven Account Executive to sell our record retrieval services to personal injury law firms across the U.S. This is a hunter role — you will own the full sales cycle from cold call to close, build your own pipeline, and be rewarded with uncapped commissions on every deal you bring in.

Key Responsibilities •
Cold Call

• Contact law firms across the U.S. (160+ calls per day), identifying potential clients and securing appointments to discuss our solutions.

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Conduct Discovery

• Run discovery calls and meetings to uncover operational pain points, record volumes, and areas for efficiency improvement.

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Build Pipeline

• Maintain an active sales pipeline with all activities and opportunities recorded accurately in our CRM in real time.

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Pitch & Demo

• Present our medical record retrieval solution over the phone and through virtual demos, focusing on value, ROI, and workflow improvements.

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Close

• Navigate objections and secure firm commitments in sales meetings.

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Collaborate

• Work with internal teams (operations, onboarding, marketing) to ensure seamless transitions from sale to client onboarding.

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Attend Events

• Represent Records On Time at up to 6 legal industry events per year to network, generate leads, and build relationships.

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Local Travel

• Visit law firms in your area for face-to-face meetings to generate business and strengthen relationships with prospective clients.

Qualifications
Required
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2+ years

• Successful cold calling and B2B sales experience with a proven track record of closing deals and exceeding targets.

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Consultative selling

• Ability to present value, not just features. Understands how to connect a solution to a prospect’s specific pain points.

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Resilient and rejection-proof

• Thrives in high-volume outreach environments and handles rejection without losing momentum. Understands that persistence drives results.

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Coachable

• Receptive to feedback and coaching with a willingness to implement direction quickly. Takes constructive criticism as an opportunity to improve.

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Self-disciplined

• Proven ability to manage a full workday independently in a remote environment without direct supervision. Maintains consistent daily productivity.

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Strong communicator

• Exceptional verbal and written communication skills. Comfortable presenting to decision-makers via Microsoft Teams.

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Willing to travel

• Available for up to 6 in-person legal events per year across the nation and local travel to law firms for face-to-face meetings.

Preferred
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Industry experience

• Background in legal services, SaaS, or medical records/healthcare.

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CRM proficiency

• HubSpot or similar CRM experience with a habit of logging all activity in real time, not backfilling at end of day.

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Prospecting tools

• ZoomInfo or similar tool experience — ability to research and pre-qualify accounts before outreach.

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Pipeline management

• Highly organized with experience managing and prioritizing a large volume of prospects at various stages.

Earning Structure
This position offers a competitive base salary combined with uncapped commissions, directly tied to the revenue you generate:
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$20–$24 per hour base rate (based on experience)
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Uncapped commissions with a progressive structure:
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5% of revenue from direct sales in Year 1
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3% in Year 2 from previous year’s sales
This compensation model rewards high performers with the ability to build a compounding book of business and significantly increase annual earnings.
Benefits
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OTE (On-Target Earnings) Year 1: $80K–$100K
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Fully remote work environment
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Health, dental, and vision insurance
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PTO (vacation, sick, and flexible time off)
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401(k) with 100% matching component
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Opportunity for career growth with an expanding company
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Weekly payroll and fun company outings throughout the year
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Team member referral program