Sales Development Representative

About FromCounsel

FromCounsel is the UK’s leading legal knowledge platform, trusted by over 90% of the UK’s top 100 corporate law firms and all Big Four accountants. The platform delivers in-depth, fully maintained legal knowledge, automated document services, and interactive e-learning. All content is developed with input from barristers at leading Chambers and senior knowledge lawyers at top City firms.

Subscribers, from Trainees to Partners, General Counsel, and Company Secretaries rely on FromCounsel as their single source of truth for English company law. The business is growing rapidly, adding new products to the existing suite (FC Corporate, FC Employment, FC R&I, FC Learning, FC Automated Documents) and expanding into new audience segments.

About the Role

We are looking for an ambitious, curious and resilient Sales Development Representative to join FromCounsel's commercial team at an exciting stage of growth. You will be the first point of contact for many of our future subscribers, generating and qualifying new business opportunities across law firms, in-house legal teams, Company Secretaries and the wider professional services market, and creating a healthy, high-quality pipeline for our Account Executives.

Reporting to the Chief Revenue Officer while working closely with Sales, Marketing, Customer Success and Product, you will research target accounts, run thoughtful multi-channel outreach, and hold discovery conversations with senior, time-pressured professionals. FromCounsel's audience is highly educated and technically sophisticated, so this is a role for someone who combines energy and persistence with genuine intellectual curiosity, strong written communication and an interest in the legal sector. It offers a clear path into a closing sales role for the right person.

Key Responsibilities

Prospecting & Outbound Outreach

• Research and identify target firms, in-house legal teams and key contacts (Partners, Knowledge Directors, PSLs, General Counsel, Heads of Legal and Company Secretaries) within agreed segments and territories.
• Run personalised, multi-channel outreach sequences across email, phone, LinkedIn and events to open conversations and generate interest in the FromCounsel product suite (FC Corporate, FC Employment, FC R&I, FC Learning, FC Automated Documents and new services).
• Build account maps and stakeholder plans for priority targets, working with Account Executives to coordinate a joined-up approach.
• Use intent data, trigger events (e.g. lateral hires, office openings, practice launches, regulatory change) and market insight to time and tailor outreach.

Inbound Lead Management & Qualification

• Respond promptly to inbound enquiries, trial sign-ups and marketing-generated leads, qualifying interest and routing opportunities to the right Account Executive.
• Conduct structured discovery calls to understand prospects' workflows, knowledge challenges, current tools and buying process, qualifying against agreed criteria (e.g. need, authority, timing and budget).
• Book high-quality meetings and product demonstrations for the sales team, ensuring a clear, well-documented handoff.
• Nurture early-stage or not-yet-ready prospects through relevant content and timely follow-up until they are ready to engage.

Pipeline Generation & Commercial Support

• Consistently meet or exceed monthly and quarterly targets for qualified meetings, sales-accepted opportunities and pipeline value.
• Support campaign execution alongside Marketing, including webinars, events, product launches and targeted account-based campaigns.
• Work with Customer Success and Account Management to identify warm introductions, referrals and new departments within existing subscriber firms.
• Contribute to win/loss insight by capturing objections, competitor mentions and market feedback from prospect conversations.

Data, CRM & Reporting

• Maintain accurate, up-to-date HubSpot records covering contacts, activity, lead status, qualification notes and next steps.
• Track and report on key activity and conversion metrics, including outreach volume, connect rates, meetings booked, meeting-to-opportunity conversion and pipeline sourced.
• Help build and refine target lists, sequences, email templates and call scripts, testing and iterating to improve results.

Continuous Improvement & Development

• Develop a strong working knowledge of FromCounsel's products, the UK legal market and the challenges faced by lawyers and in-house teams.
• Share learnings and best practice with the wider commercial team, contributing to the development of the SDR playbook as the function scales.
• Work closely with the Chief Revenue Officer and Account Executives on coaching, call reviews and personal development goals.

What We Are Looking For

Essential

• 1-3 years' experience in a sales development, business development, lead generation or other customer-facing commercial role, ideally within B2B SaaS, information services or professional services.
• Confidence engaging senior, highly educated professionals by phone, email and in person, with the credibility to listen with intent and hold a thoughtful business conversation.
• Excellent written communication skills, with the ability to write concise, personalised and compelling outreach.
• A resilient, self-motivated and target-driven approach, with a track record of hitting or exceeding activity and outcome goals.
• Highly organised and disciplined, able to manage high volumes of activity and follow-up without losing quality.
• Experience using a CRM and other sales engagement tools (e.g. HubSpot, Salesforce, or similar).
• Experience using LinkedIn Sales Navigator to target high priority leads and identify opportunities.

Desirable

• Familiarity with the legal sector, legal technology landscape or legal knowledge services (law firms and in-house teams).
• A law degree, legal qualification or legal work experience, or a strong interest in corporate law and the legal profession.
• Experience in a fast-growing startup or scale-up where processes are still being built and defined.
• A good understanding of AI concepts and an interest in the application of AI within legal workflows and legal technology.
• Experience building and refining automated workflows (e.g. sequences) to maximise high-quality lead generation.

What Success Looks Like

In your first 90 days:

• A strong working knowledge of FromCounsel's product suite, target segments, ideal customer profile and competitive landscape.
• Consistent daily outreach activity running through HubSpot, with clean records and well-structured sequences.
• First qualified meetings booked and accepted by Account Executives, with clear and effective handoffs.
• Ideas for improving targeting, messaging or process identified and discussed internally.

Ongoing measures of success:

• Monthly and quarterly targets for qualified meetings and sales-accepted opportunities met or exceeded.
• A growing share of new business pipeline and closed revenue sourced through SDR activity.
• High meeting-to-opportunity conversion, reflecting well-targeted and properly qualified prospects.
• Market and prospect insight regularly shared with Sales, Marketing and Product to sharpen go-to-market strategy.

Applications

This role is based at our central London office but with full flexibility for remote working. Salary is dependent on experience.