The posting
Aderant is a global industry leading software company providing comprehensive business management solutions for law firms and other professional services organizations with a mission to help them run a better business. We are motivated by a collective desire to drive the legal industry to the forefront of innovation. With over 2,500 clients around the world, including 95 of the top AmLaw 100 firms, we are changing the outside perception of the legal sphere; where there was once resistance to modernization, we are creating a culture that embraces new ideas and technology.
At Aderant, the “A” is more than just a letter. It is a representation of how we fulfill our foundational purpose, serving our clients. It embodies our core values and reminds us that to achieve success, every day must start with the “A”. We bring the “A” to life by fostering a culture of innovation, collaboration, and personal growth. We encourage our diverse teams to bring their whole selves to work – ideas, experience, and passion – to drive our mission forward.
Our people are our strength.
Role Description:
To be successful in this role, you should have experience qualifying inbound leads from marketing campaigns and converting high-intent interest into qualified sales opportunities. You will serve as the first point of contact for prospective customers who request demos or engage with Aderant’s marketing programs, ensuring a timely, consultative, and high-quality response.
You will collaborate closely with Aderant’s Marketing and Sales teams to ensure seamless handoff of Marketing Qualified Leads (MQLs) into Sales Qualified Opportunities (SQOs), maintaining alignment on qualification criteria, messaging, and pipeline goals. If you are motivated, organized, and thrive in a fast-paced environment with high lead volume, we’d like to meet you.
This role is ideal for someone who is passionate about leveraging AI tools and automation to manage inbound volume efficiently, prioritize leads intelligently, and personalize engagement at scale.
Responsibilities:
- Qualify inbound Marketing Qualified Leads (MQLs), including demo requests and high-intent inquiries, into Sales Qualified Opportunities (SQOs).
- Manage and respond promptly to incoming demo requests and marketing-generated leads to ensure strong speed-to-lead performance.
- Conduct discovery conversations to understand prospect needs, challenges, timeline, budget, and decision-making process.
- Assess fit and determine alignment with Aderant’s products and services.
- Schedule qualified opportunities for Account Executives and ensure thorough handoff with clear context and documentation.
- Partner closely with Marketing to provide feedback on lead quality, campaign performance, and messaging effectiveness.
- Collaborate with Sales teams to align on qualification standards, target accounts, and pipeline priorities.
- Leverage AI tools and automation to prioritize inbound leads, streamline follow-up workflows, improve data accuracy, and personalize engagement — with a passion for experimenting and learning how AI can elevate performance.
- Maintain accurate and up-to-date prospect data in Salesforce and marketing automation platforms.
- Stay current on Aderant’s product offerings, services, and pricing/payment plans.
- Regularly report on lead conversion metrics, response times, and pipeline contribution to Sales and Marketing leadership.
Qualifications:
- Bachelor’s degree in Marketing, Business Administration, or related field.
- At least one year of professional experience.
- Proven work experience as a Business Development Representative or similar role with a track record of achieving sales quotas.
- Demonstrated ability to manage multiple inbound inquiries while meeting or exceeding conversion targets.
- Excellent communication skills include phone, writing, and listening.
- Self-starter who has a desire to learn, grow, and excel in their role.
- Experience with Marketo and Salesforce.
- Understanding of the legal industry and/or SaaS technology.
