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 Senior Lead Generation Specialist will be a key member of Wilson Sonsini’s Innovation Department, responsible for driving growth for newly introduced innovations, pricing models, and digital programs. The Senior Specialist will also be expected 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 with strong leadership skills, who can work cross-functionally and determine how to best reach, educate, nurture, and drive action from our target client personas. This role will report to the Innovation Department Operations Manager, and work directly with the Chief Innovation Officer (“CINO”) and Senior Director of Innovation.
This individual will own all aspects of demand generation marketing and lead development for the firm’s legal subscription offerings and related services. The ideal candidate will see this position as a preparatory role for eventually assuming executive responsibility over all revenue operations for legal services offerings related to the firm’s disruptive legal technologies. This is a great opportunity for candidates who want to work in a fast-paced, collaborative environment, make a big impact, and win as a team to scale the growing and disruptive business models being spearheaded by the Innovation Department.
Key Responsibilities
Campaign Development
- 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).
- Design and execute complex, end-to-end marketing campaigns that deliver results measured in MQLs and pipeline.
- Build acquisition-focused, data-driven campaigns, delivering inbound and outbound sales opportunities.
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.
- Build relationships within the legal and startup communities through networking and thought leadership.
Internal Collaboration
- Work directly with executives and members of the product team to successfully develop a comprehensive, full-funnel marketing and demand generation strategy targeting startup founders and in-house legal teams.
- Collaborate on messaging and positioning to understand product market fit, customer preferences, buyer personas, and competitive differentiators, as well as 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.
Data Analysis
- Analyze, report, and optimize all demand generation programs based on ROI, demand 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.
- Work closely with product, design, and engineering to tailor our core product offerings to the emerging needs and pain points of customers.
- Own budget, analyze metrics, and foster an understanding of our efforts through comprehensive internal reporting and results sharing.
- Hire and manage contractors and vendors as needed to maintain timelines and goals.
- 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
- 7+ years of experience in marketing with 4+ years of experience as a Senior Marketing Strategist or higher.
- Bachelor’s degree in marketing, business, pre-law, or a related field; post-graduate qualifications are a plus.
- Previous experience in sales or enthusiasm to develop sales skills is preferred.
- Track record of measurable success in developing and growing pipeline through innovative campaigns and programs to scale company growth.
- Significant experience in partnering with sales teams to find effective and efficient ways to drive pipeline.
- Management skills and hands-on approach with integrated campaign development and execution.
- The ability to think strategically, analytically, and creatively to break down problems and find effective solutions.
- Exceptional writing skills to develop creative and effective product messaging.
- Hands-on, strong work ethic and sense of ownership.
- Expertise in multi-stage demand generation funnels and related technologies, including marketing automation (e.g. Hubspot, Marketo), and CRM (e.g. Salesforce).
- Deep interest in the data underlying the funnel and strong data analytics skills to enable us to track the cost of customer acquisition (CAC) at the marketing campaign level and produce action-oriented, data-driven reporting.
- J.D. or experience in the legal industry is a 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: $102,000 – $138,000 per year
Austin, Boston, Boulder, District of Columbia, Los Angeles, New York, San Diego, Seattle, and Wilmington: $91,800 – $124,200 per year
Salt Lake City and all other locations: $81,600 – $110,400 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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