Sales Development Representative (SDR)

About AltaClaro

AltaClaro is the leading provider of experiential, simulation-based legal training. Our proprietary "Learn-Do-Review” framework combines expert instruction, realistic practice assignments, and detailed feedback from experienced practitioners to build skills that translate directly into practice.

We offer comprehensive training across a variety of crucial legal subjects, including litigation, corporate transactions, M&A, finance, legal writing, and GenAI for legal professionals. Each program is grounded in real-world scenarios that build both substantive knowledge and practical judgment. Leading law firms, corporate legal departments, and law schools utilize AltaClaro to develop lawyers who are prepared to contribute from day one.

DepoSim, our newest product developed in partnership with Verbit, is the world’s first AI-powered deposition simulator. With DepoSim, attorneys can conduct full simulated depositions against dynamic AI witnesses and opposing counsel, adjust scenarios in real time, and receive structured, rubric-based feedback after each session. DepoSim delivers meaningful, repeatable deposition practice at an unprecedented scale.

AltaClaro received the prestigious 2025 Legalweek Leaders in Tech Law Award for Best Tech Training Provider. DepoSim was also named a finalist for the 2026 Legalweek Leaders in Tech Award in the Best Tech Training Program category.

Our impressive client roster includes Am Law 200 firms such as Orrick, K&L Gates, McDermott, A&O Shearman, Taft Polsinelli, and other prominent legal organizations.

We are a rapidly growing startup dedicated to fundamentally transforming how lawyers develop practical skills. Our mission is to effectively bridge the gap between law school theory and real-world practice, while also providing continuous learning for professional development throughout a lawyer's career.

About the Role

We are seeking a driven and entrepreneurial Sales Development Representative (SDR) to join our growing team. This is a remote, US-based position reporting directly to leadership. You will be responsible for generating qualified meetings with decision-makers at large law firms, primarily through outbound prospecting.

This role is ideal for someone who thrives in a startup environment, enjoys the hunt, and is excited about building something meaningful with direct access to founders.

What You'll Do

Pipeline Generation & Prospecting

• Outbound Prospecting (90%): Proactively identify, research, and reach out to prospects at Am Law 200 law firms through multi-channel outreach (LinkedIn, email, phone, video)

• Inbound Lead Management (10%): Respond to and qualify inbound inquiries from marketing campaigns, webinars, and website traffic

• Book Qualified Meetings: Target of 5+ demo meetings booked per week with qualified decision-makers

• Account Research: Conduct thorough research on target accounts, understanding firm structure, recent news, strategic initiatives, and key stakeholders

Qualification & Discovery

• Conduct Discovery Calls: Run 15-minute discovery calls to gauge interest, understand pain points, and qualify prospects before scheduling demos

• Identify Decision-Makers: Map out buying committees and identify Professional Development leaders, Practice Group Leaders, and other key stakeholders

• Qualify Opportunities: Use qualification frameworks (BANT, MEDDIC, or similar) to ensure prospects are a good fit

Nurturing & Follow-Up

• Nurture Prospects: Drip on and follow up with prospects who aren't immediately ready to buy

• Maintain Engagement: Keep prospects warm through relevant content sharing, check-ins, and relationship building

• Event Follow-Up: Follow up on leads from legal industry conferences, CLEs, and webinars

Collaboration & Reporting

• Collaborate with Leadership: Work closely with founders and sales leadership on strategy, messaging, and feedback loops

• Partner with Marketing: Provide feedback on campaigns, content effectiveness, and market insights

• Manage Pipeline: Track all activity, prospect information, and pipeline metrics in HubSpot

• Report on KPIs: Maintain accurate records and report on activities, conversion rates, and pipeline contribution

Who You Are

Required Experience & Skills

• 3+ years of experience as an SDR, BDR, or in a similar sales development role

• Experience with enterprise sales and selling to complex, sophisticated buyers

• Proficiency with HubSpot or Salesforce (HubSpot strongly preferred)

• Proven multi-channel outreach skills (LinkedIn, email, phone)

• Strong written and verbal communication skills

• Experience with sales engagement tools (e.g., Outreach, SalesLoft, Apollo, LinkedIn Sales Navigator)

• Ability to quickly learn and articulate complex product offerings

• Self-starter who can work independently in a remote environment

Preferred Experience

• Background in Legal, LegalTech, FinTech, Financial Services, or SaaS

• JD or experience working in the legal industry

• Experience selling to law firms, professional services, or regulated industries

• Familiarity with the Am Law 200 and Big Law landscape

• Understanding of legal professional development, attorney training

• Experience with ABM (Account-Based Marketing) strategies

Core Traits We're Looking For

• Hunter Mentality: You don't wait for leads—you go find them

• Ownership & Adaptability: Comfortable working in a smaller team with less process; you figure things out

• Coachable: Receptive to feedback and eager to improve

• High Emotional Intelligence: Personable and able to engage busy, senior decision-makers

• Entrepreneurial & Curious: Excited about startups and continuous learning

• No Ego: Collaborative, humble, and team-oriented

• "Whatever It Takes" Attitude: Willing to do what's needed to succeed

• Resilience: Thick-skinned and persistent in the face of rejection

• Intellectual Curiosity: Genuine interest in the legal industry and professional development space

• Strong Work Ethic: Disciplined, organized, and committed to hitting goals

Compensation & Benefits

• $60K-$65K + uncapped commission(based on qualified meetings booked + percentage of closed sales)

• Stock Options

• Health Benefits: Medical, Dental, Vision

• Unlimited PTO

• Remote Work: Fully remote position with flexible working arrangements

Our Target Market

You'll be selling to Partners, Practice Group Leaders, Professional Development (PD) managers, Directors of Attorney Development, and other decision-makers at Am Law 200 law firms—the top law firms in the US by revenue. These are sophisticated, busy buyers who require a consultative, intelligent approach.

What Success Looks Like

In Your First 30 Days:

• Complete onboarding and product training

• Understand AltaClaro's value proposition, ICP, and competitive landscape

• Shadow discovery calls and demos with leadership

• Begin building your target account list

In Your First 60 Days:

• Execute outbound campaigns independently

• Book your first qualified meetings

• Develop your own messaging and sequences based on what's working

In Your First 90 Days:

• Consistently hit weekly meeting targets (5 demos/week)

• Contribute insights to improve sales processes and messaging

• Build strong relationships with prospects in your territory

Why Join AltaClaro?

• Direct Founder Access: Work closely with leadership and have real impact on company direction

• Startup Environment: Build and shape processes, not just follow them

• Growth Opportunity: Join a company at an exciting stage with clear paths for advancement (SDR → AE and beyond)

• Meaningful Product: Help law firms develop their attorneys' practical skills and make a real difference in professional careers

• Supportive Culture: Collaborative, feedback-driven team that invests in your development

Interview Process

1. Initial Screen: Brief call with hiring team to discuss your background and interest

2. Skills Assessment: Role-play/simulation exercise to assess prospecting and discovery skills

3. Deep Dive Interview: In-depth conversation on experience, approach, and culture fit

4. References: We'll speak with previous managers about your performance and coachability

We assess candidates on coachability, curiosity, communication skills, and ability to learn our product quickly.

AltaClaro is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

AltaClaro asks respectfully to only apply through the application form and not email/apply to them directly. Recruiters and Agencies please do not contact AltaClaro directly.