Sales Development Representative

Job Description
Job Description
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.

Requirements
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
Benefits
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