Wilson Sonsini is the premier legal advisor to technology, life sciences, and other growth enterprises worldwide. We represent companies at every stage of development, from entrepreneurial start-ups to multibillion-dollar global corporations, as well as the venture firms, private equity firms, and investment banks that finance and advise them. The firm has approximately 1,200 attorneys in 19 offices: 14 in the U.S., three in China, and two in Europe. Our broad spectrum of practices and entrepreneurial spirit allow our staff exceptional opportunities for professional achievement and career growth.
The Lead Generation Specialist will be a crucial team member in Wilson Sonsini’s Innovation Department, responsible for driving sales lead growth for newly introduced innovation, pricing models, and digital programs. The Lead Generation Specialist will also be trained to grow into a broader sales role, capable of handling end-to-end client engagement from sales leads to closings.
This strategic role requires a self-starting individual who can work cross-functionally and determine how to best reach, educate, nurture, and drive action from our target client personas. The role is an excellent stepping-stone for an individual looking to gain solid marketing and sales experience with a view to progressing to a senior role in the future.
In this position, you will have a unique opportunity to collaborate in the development of a demand generation program from the ground up. Not only will you work with various teams to effectively identify and reach our target client personas, but you will also have a direct line to the Innovation Department Operations Manager and work closely with the firm’s Chief Innovation Officer and Senior Director of Innovation.
You will drive demand generation marketing and lead development for our novel legal subscription and fixed fee offerings related to the firm’s proprietary software platform. You will also learn about and contribute to the revenue operations of these offerings, all the while making a significant impact within a dynamic, fast-paced environment to scale the growing and disruptive business models being spearheaded by the Innovation Department.
Position may be tied to any of Wilson Sonsini’s U.S. offices or may be fully remote.
Key Responsibilities:
Campaign Development
- Help to develop and implement a strategy combining technical and content elements, to expand marketing capabilities across mediums (SEO, SEM, PPC, content, webinars, email, and social channels).
- Collaborate on designing and executing effective acquisition-focused, data-driven marketing campaigns, delivering inbound and outbound sales opportunities measured in MQLs and pipeline.
Lead Management
- Establish internal processes to optimize conversion of leads to clients. Identify root causes of sales blockers and intelligently develop solutions to overcome them.
- Nurture leads through the sales funnel until they are ready for direct sales engagement.
External Outreach
- Strategize, plan, and execute a robust events marketing program, including industry conferences, webinars, and seminars, to enhance brand visibility, generate leads, and establish thought leadership within the legal and startup communities. This includes full oversight of event selection, budgeting, logistics, promotional activities, and post-event follow-up to maximize ROI and relationship-building opportunities.
- Foster relationships within the legal and startup communities through networking.
- Develop and implement effective outreach strategies to engage potential leads.
Internal Collaboration
- Work directly with executives and members of the product team to successfully develop a comprehensive, full-funnel marketing and lead generation strategy from the ground up to target startup founders and in-house legal teams.
- Collaborate on messaging and positioning to understand product market fit, customer preferences, buyer personas, competitive differentiators, and create supporting collateral designed for both founder and legal audiences.
- Work with the Innovation team and the firm’s Marketing Department to develop brand and PR strategies that resonate with buyers of legal subscriptions and related technologies while ensuring brand voice, mission, and values are consistent with the firm’s positioning for its traditional legal services.
- Learn from and collaborate closely with product, design, and engineering teams to understand our core product offerings and customer needs.
Data Analysis
- Analyze, report, and optimize all lead generation programs based on key performance indicators (KPIs), such as ROI and other measures of lead generation and sales effectiveness.
Other
- Prepare for and train to transition into handling initial sales calls and client interactions to ensure seamless lead conversion and client engagement.
- Assist in managing the budget and contribute to internal reporting and results sharing.
- Set a tone of high standards, customer obsession, and data-driven, disciplined decision-making. Seek to continuously improve how we flow value to our clients.
Qualifications:
- A minimum of 2+ years of experience in marketing.
- Bachelor’s degree in marketing, business, pre-law, or a related field.
- Previous experience in sales or enthusiasm to develop sales skills is preferred.
- Demonstrated ability to support the development and growth of the pipeline through innovative campaigns and programs.
- The ability to think analytically, creatively, and to be solution-oriented.
- Strong writing skills to assist in the development of creative and effective product messaging.
- Experience in data analytics and the ability to produce action-oriented, data-driven reporting.
- Basic understanding of multi-stage demand gen funnels, including marketing automation (e.g. Hubspot, Marketo), and CRM (e.g. Salesforce) is a plus.
- Previous exposure to the legal or another professional services industry is a plus.
- Experience in bringing a new product or service to market (go-to-market) is a major plus.
The primary location for this job posting is in Palo Alto, but other locations are also listed. The actual base pay offered will depend upon a variety of factors, including but not limited to the selected candidate’s qualifications, years of relevant experience, level of education, professional certifications and licenses, and work location. The anticipated pay range for this position is as follows
San Francisco and Silicon Valley: $62,050 – $83,950 per year
Austin, Boston, Boulder, District of Columbia, Los Angeles, New York, San Diego, Seattle, and Wilmington: $56,100 – $75,900 per year
Salt Lake City and all other locations: $49,300 – $66,700 per year
The compensation for this position may include a discretionary year-end merit bonus based on performance. We offer a highly competitive salary and benefits package.
Benefits information can be found here. Equal Opportunity Employer (EOE).
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