Sales Operations & Business Development Coordinator

Sales Operations & Business Development Coordinator (Travel/Remote)

Sullivan on Comp is a subscription-based legal research and technology platform serving the California workers’ compensation industry. The sales team is also expanding its business-development efforts for Cadence, an AI platform used by law firms and claims organizations to review and analyze workers’ compensation matters.

Sullivan on Comp is seeking a proactive, highly organized Sales Operations & Business Development Coordinator to provide direct support to the Account Executive responsible for new-business development. The primary focus of this role is to support revenue-generating sales activity. Pipeline prioritization, prospect follow-up, trial engagement, re-engagement, and business-development support will take precedence over routine CRM cleanup and administrative tasks when priorities compete.

This position combines HubSpot and pipeline management with prospect research, trial engagement, outbound follow-up, sales campaigns, and business-development support.

The successful candidate will help ensure that promising opportunities receive consistent attention, stale opportunities are identified and appropriately re-engaged, and the Account Executive can spend more time on substantive sales conversations, demonstrations, relationship development, and closing.

Compensation: 

• $32 – $38/hour ($66,560 – $79,040 annually)
• Annual performance incentive of 5% target / 7.5% maximum

Travel & Work Location

• Candidate must reside in CA.
• This position can be performed primarily in a remote environment, with up to 15% - 25% travel.

• Travel may include but is not limited to 2-3 meetings in SoCal Office, approximately 10 industry conferences or trade shows each lasting 2-4 days, and additional occasional business travel on an as-needed basis.

Daily Objectives

• Manage and prioritize the HubSpot sales pipeline, ensuring accurate deal, activity, forecast, and next-step data while identifying high-priority opportunities for Account Executive focus.
• Monitor active trials and prospect engagement, conduct outreach via phone and email, gather feedback, and schedule demonstrations, training sessions, and follow-up meetings.
• Research target organizations, decision-makers, and market opportunities within the California workers’ compensation industry using LinkedIn Sales Navigator and other business intelligence tools.
• Re-engage dormant leads, inactive opportunities, former customers, and trial users through targeted email, phone, and LinkedIn outreach campaigns.
• Support outbound business development efforts by booking qualified meetings and advancing prospects toward substantive sales conversations.
• Assist with HubSpot sequences, workflows, lead segmentation, webinars, re-engagement initiatives, and targeted marketing campaigns while monitoring campaign performance.
• Leverage sales intelligence and CRM data to identify follow-up priorities, uncover growth opportunities, and provide actionable recommendations to improve pipeline progression.
• Maintain detailed records of sales activities, prepare meeting briefings, track follow-up commitments, coordinate proposals, and support accurate forecasting and reporting.
• Collaborate with Account Management, Marketing, Customer Service, and other internal teams to support customer acquisition and revenue growth initiatives.
• Support industry conferences, trade shows, and firm events through planning, on-site participation, lead capture, post-event follow-up, and business travel as needed.

Skills & Experience

• 2+ years of experience in sales and/or business development in the Workers’ Compensation, Insurance, Legal Tech, SAAS, or similar Legal Services industry.
• Experience using HubSpot or similar CRM.
• Experience providing client activation and renewal support to account management, sales, or customer success teams.
• Strong organizational skills, highly detail-oriented, excellent time management, and holding strong follow-through abilities.
• Strong multi-tasking abilities, ability to work independently, and proactively work as part of a team. 
• Be comfortable working with spreadsheets, reports, databases, and sales systems.
• Strong customer service and ability to communicate professionally on the phone and via email.
• Exercise good judgment regarding when an issue should be escalated.
• Be willing and able to travel for conferences, trade shows, and firm meetings.

Health & Wellness

• Medical plan options including Kaiser Permanente HMO, Cigna EPO, and Cigna PPO
• Dental coverage through Delta Dental with DHMO and PPO options
• Vision coverage through VSP
• Firm-Paid Life/AD&D (up to $150k) & Long-term Disability (LTD) Insurance.
• Firm-Paid Employee Assistance Program (EAP) offering confidential support. 

Retirement & Voluntary Benefits

• 401(k) retirement plan with employer contribution.
• Critical Illness, Accident, and Hospital Indemnity Coverage, available at group rates.
• Flexible Spending Account (FSA) and Dependent Care Assistance Program (DCAP) options for eligible pre-tax expenses.
• Voluntary short-term disability (STD) coverage.
• Supplemental Life and AD&D Insurance.
• Optional Pet Insurance, because family comes in many forms.

Sullivan on Comp provides equal employment opportunities to all employees and applicants for employment without regard to race, religion, color, national origin, sex, sexual orientation, gender, gender identity or expression, age, disability, pregnancy, childbirth and related medical conditions, genetic makeup, marital status, military service, or any other classification protected by applicable local, state or federal laws.