[Hiring] Sales Operations & Business Development Coordinator @Michael Sullivan & Assoc

Role Description

Sullivan on Comp is seeking a proactive, highly organized Sales Operations & Business Development Coordinator to provide direct support to the Account Executive responsible for new-business development. The primary focus of this role is to support revenue-generating sales activity. Key responsibilities include:

• Manage and prioritize the HubSpot sales pipeline, ensuring accurate deal, activity, forecast, and next-step data.
• Monitor active trials and prospect engagement, conduct outreach via phone and email, gather feedback, and schedule demonstrations, training sessions, and follow-up meetings.
• Research target organizations, decision-makers, and market opportunities within the California workers’ compensation industry using LinkedIn Sales Navigator and other business intelligence tools.
• Re-engage dormant leads, inactive opportunities, former customers, and trial users through targeted email, phone, and LinkedIn outreach campaigns.
• Support outbound business development efforts by booking qualified meetings and advancing prospects toward substantive sales conversations.
• Assist with HubSpot sequences, workflows, lead segmentation, webinars, re-engagement initiatives, and targeted marketing campaigns while monitoring campaign performance.
• Leverage sales intelligence and CRM data to identify follow-up priorities, uncover growth opportunities, and provide actionable recommendations to improve pipeline progression.
• Maintain detailed records of sales activities, prepare meeting briefings, track follow-up commitments, coordinate proposals, and support accurate forecasting and reporting.
• Collaborate with Account Management, Marketing, Customer Service, and other internal teams to support customer acquisition and revenue growth initiatives.
• Support industry conferences, trade shows, and firm events through planning, on-site participation, lead capture, post-event follow-up, and business travel as needed.

Qualifications

• 2+ years of experience in sales and/or business development in the Workers’ Compensation, Insurance, Legal Tech, SAAS, or similar Legal Services industry.
• Experience using HubSpot or similar CRM.
• Experience providing client activation and renewal support to account management, sales, or customer success teams.
• Strong organizational skills, highly detail-oriented, excellent time management, and holding strong follow-through abilities.
• Strong multi-tasking abilities, ability to work independently, and proactively work as part of a team.
• Comfortable working with spreadsheets, reports, databases, and sales systems.
• Strong customer service and ability to communicate professionally on the phone and via email.
• Exercise good judgment regarding when an issue should be escalated.
• Willing and able to travel for conferences, trade shows, and firm meetings.

Requirements

• Compensation: $32 – $38/hour ($66,560 – $79,040 annually)
• Annual performance incentive of 5% target / 7.5% maximum
• Candidate must reside in CA.
• This position can be performed primarily in a remote environment, with up to 15% - 25% travel.
• Travel may include but is not limited to 2-3 meetings in SoCal Office, approximately 10 industry conferences or trade shows each lasting 2-4 days, and additional occasional business travel on an as-needed basis.

Benefits

• Medical plan options including Kaiser Permanente HMO, Cigna EPO, and Cigna PPO.
• Dental coverage through Delta Dental with DHMO and PPO options.
• Vision coverage through VSP.
• Firm-Paid Life/AD&D (up to $150k) & Long-term Disability (LTD) Insurance.
• Firm-Paid Employee Assistance Program (EAP) offering confidential support.
• 401(k) retirement plan with employer contribution.
• Critical Illness, Accident, and Hospital Indemnity Coverage, available at group rates.
• Flexible Spending Account (FSA) and Dependent Care Assistance Program (DCAP) options for eligible pre-tax expenses.
• Voluntary short-term disability (STD) coverage.
• Supplemental Life and AD&D Insurance.
• Optional Pet Insurance, because family comes in many forms.