About Sussman Law Firm, PLLC

Sussman Law Firm is a Charlotte-based firm focused on family and immigration law. We value accountability, initiative, and professional growth within a collaborative, high-performance environment. We are not your typical law firm. We are poised for aggressive growth, and we believe great work starts with a strong team.

Our Culture

Sussman Law Firm fosters an environment where employees are empowered to make a real impact in clients’ lives every day. We value accountability, ownership, and collaboration. Every team member—regardless of role—is respected, supported, and encouraged to grow professionally and personally. This is a high-performance environment. We work hard, hold ourselves to high standards, and take pride in doing things the right way. The work is challenging—but it is also meaningful, rewarding, and growth-oriented. If you are looking for a role where you will be pushed to grow, supported by a strong team, and make a difference in people’s lives, you will fit right in.

If you are hired, you will be part of a wonderful team of people who work hard to get the job done right the first time and take pride in the work that they do. You will be part of a team that is rewarded for their hard work. Is this going to be an easy job? No. It might be the biggest challenge of your life. However, it is our belief that anything really great is worth working hard for and that our greatest growth comes from our biggest challenges. More importantly, you will find great joy in helping people find solutions in the areas of their lives that matter most!

The Job

The Legal Sales Specialist is responsible for following up with leads who have been qualified by our Intake Specialists but were not ready to schedule an initial consultation, conducts virtual initial consultations with leads, and nurtures leads who have already met with an attorney but have not yet retained the Firm. Success in this role requires strong sales skills, emotional intelligence, resilience, persistence, and the ability to confidently lead conversations while making prospective clients feel heard, understood, and supported.

Compensation starting at $1,300/month + Bonus Potential

Key Responsibilities

• Contact qualified leads who were not ready to schedule an initial consultation during their intake call.
• Maintain consistent follow-up communication through phone calls, text messages, email, and other approved channels.
• Utilize CRM systems to document all lead interactions and next steps.
• Meet virtually with leads to understand their situation, concerns, goals, and decision-making factors.
• Guide leads through the consultation process and present appropriate engagement options.
• Address objections professionally and confidently.
• Create urgency and confidence to help prospective clients make informed decisions regarding representation.
• Close sales and secure signed representation agreements whenever appropriate.
• Follow up with leads who have already met with attorneys but have not yet retained the Firm.
• Identify and overcome barriers to engagement.
• Re-engage dormant opportunities and convert qualified leads into clients.
• Maintain accurate CRM records and sales activity documentation. 
• Track conversion metrics and pipeline performance. 
• Achieve or exceed monthly consultation-to-client conversion goals. 
• Meet established lead contact and follow-up benchmarks. 
• Other duties as assigned.

Requirements

• Professional fluency in both English and Spanish, including the ability to conduct consultations, and explain legal service offerings in both languages.
• 3+ years of proven sales experience with a demonstrated history of meeting or exceeding sales goals.
• Experience conducting consultative, relationship-based sales conversations.
• Experience handling objections and closing sales in a professional environment.
• Ability to effectively manage a remote work environment with minimal supervision.
• Highly organized with exceptional follow-up discipline. 
• Ability to work independently in a remote environment.

Preferred

• CRM experience.
• Experience in legal, professional services, healthcare, or other consultative sales environments.
• Experience conducting virtual sales consultations.

Key Success Factors

• Builds trust quickly, uncovers the lead’s true concerns, and confidently guides them toward a decision that aligns with their needs.
• Maintains a positive attitude despite rejection, objections, and delayed decisions.
• Demonstrates empathy, active listening, and strong interpersonal skills.
• Takes ownership of results, proactively manages follow-up activities, and consistently executes the Firm's sales process.
• Leads conversations with confidence and professionalism, effectively managing the consultation process, addressing objections, and moving prospective clients toward a hiring decision without creating pressure.