Account Executive
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AI Summary
The Account Executive is responsible for the full sales cycle, focusing on high-volume cold calling to personal injury law firms to sell medical record retrieval services. Key tasks include conducting discovery calls, managing a CRM pipeline, and attending industry events to generate new business.
Account Executive
Location: Fully Remote (U.S.)Pay: $20–$24/hour based on experience + uncapped commissions
Role Overview
Records On Time is a nationwide medical record retrieval company built by a practicing PI attorney. We are seeking a highly motivated, cold-calling driven Account Executive to sell our record retrieval services to personal injury law firms across the U.S. This is a hunter role — you will own the full sales cycle from cold call to close, build your own pipeline, and be rewarded with uncapped commissions on every deal you bring in.Key Responsibilities
• Cold Call - Contact law firms across the U.S. (160+ calls per day), identifying potential clients and securing appointments to discuss our solutions.• Conduct Discovery - Run discovery calls and meetings to uncover operational pain points, record volumes, and areas for efficiency improvement.
• Build Pipeline - Maintain an active sales pipeline with all activities and opportunities recorded accurately in our CRM in real time.
• Pitch & Demo - Present our medical record retrieval solution over the phone and through virtual demos, focusing on value, ROI, and workflow improvements.
• Close - Navigate objections and secure firm commitments in sales meetings.
• Collaborate - Work with internal teams (operations, onboarding, marketing) to ensure seamless transitions from sale to client onboarding.
• Attend Events - Represent Records On Time at up to 6 legal industry events per year to network, generate leads, and build relationships.
• Local Travel - Visit law firms in your area for face-to-face meetings to generate business and strengthen relationships with prospective clients.
Qualifications
Required• 2+ years - Successful cold calling and B2B sales experience with a proven track record of closing deals and exceeding targets.
• Consultative selling - Ability to present value, not just features. Understands how to connect a solution to a prospect’s specific pain points.
• Resilient and rejection-proof - Thrives in high-volume outreach environments and handles rejection without losing momentum. Understands that persistence drives results.
• Coachable - Receptive to feedback and coaching with a willingness to implement direction quickly. Takes constructive criticism as an opportunity to improve.
• Self-disciplined - Proven ability to manage a full workday independently in a remote environment without direct supervision. Maintains consistent daily productivity.
• Strong communicator - Exceptional verbal and written communication skills. Comfortable presenting to decision-makers via Microsoft Teams.
• Willing to travel - Available for up to 6 in-person legal events per year across the nation and local travel to law firms for face-to-face meetings.
Preferred
• Industry experience - Background in legal services, SaaS, or medical records/healthcare.
• CRM proficiency - HubSpot or similar CRM experience with a habit of logging all activity in real time, not backfilling at end of day.
• Prospecting tools - ZoomInfo or similar tool experience — ability to research and pre-qualify accounts before outreach.
• Pipeline management - Highly organized with experience managing and prioritizing a large volume of prospects at various stages.
Earning Structure
This position offers a competitive base salary combined with uncapped commissions, directly tied to the revenue you generate:• $20–$24 per hour base rate (based on experience)
• Uncapped commissions with a progressive structure:
◦ 5% of revenue from direct sales in Year 1
◦ 3% in Year 2 from previous year’s sales
This compensation model rewards high performers with the ability to build a compounding book of business and significantly increase annual earnings.
Benefits
• OTE (On-Target Earnings) Year 1: $80K–$100K• Fully remote work environment
• Health, dental, and vision insurance
• PTO (vacation, sick, and flexible time off)
• 401(k) with 100% matching component
• Opportunity for career growth with an expanding company
• Weekly payroll and fun company outings throughout the year
• Team member referral program
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