Job description
New Member Specialist
(aka: The Person Who Helps Lawyers Stop Drowning and Start Thriving)
You Are:
You are a thoughtful, curious, and courageous human being who knows how to have real conversations with entrepreneurs about their goals, their fears, and the gap between where they are today and where they say they want to be.
You’re not afraid to go deep. You know how to help someone face the hard truth about why past attempts failed and what’s different now. You can guide them through what it would mean to wake up a year from now in the exact same spot they’re in today — and contrast that with the excitement of waking up having achieved the success they’ve been dreaming about.
You know sales isn’t about manipulation or pushing. It’s about clarity, courage, and commitment. You help people decide if they’re ready to finally stop spinning their wheels and play all-in.
And if they’re not? You still help them. Maybe that means sharing free resources, pointing them toward a better solution, or simply leaving them encouraged. Because no one should ever leave a call with you without being better off than when they came in.
You are a great communicator, an empathetic listener, and a disciplined closer who takes 100% responsibility for your own results. You thrive in a fast-paced, entrepreneurial environment, and you aren’t afraid of big goals — in fact, they motivate you.
Oh, and you’re not boring. Humor helps.
Who Are We?
We are How to Manage a Small Law Firm (HTM) — the fastest-growing provider of coaching and advisory services for entrepreneurial law firm owners in the country.
We don’t just “consult.” We don’t just “train.” We help law firm owners transform their businesses and their lives. From solo attorneys just breaking six figures to firms scaling into the tens of millions, we serve more than 500 fast-growing firms nationwide.
We’ve been on the Inc. 5000 list of fastest-growing privately held companies every year since 2013. We’re on track to more than double in the next 24 months, and we’re looking for mission-driven sales professionals (hopefully you) to help us grow the right way.
We are a values-driven company. We don’t care what you look like, who you pray to, or who you love. We DO care that you have integrity, emotional intelligence, and a sense of humor. We also have a strict No A-holes Policy for clients and staff alike.
What’s the Job?!
Your job is to help prospective new members get clarity about:
Where they are now.
Where they want to go.
Where they don’t want to end up.
Why they’ve failed before.
Why now is different.
And whether any of this matters enough to them to finally take action.
When the fit is right, you’ll help them choose one of three paths:
Jump into our 5-week virtual Bootcamp (with a 100% money-back guarantee).
Secure a spot on our Waiting List with a deposit — giving them full access to our curated “Waiting Room” of powerful tools and resources in the meantime.
Or, if they’re not a good fit, you’ll still find a way to help them. Because that’s who we are.
This isn’t just about transactions. This is about transformation.
You will:
Conduct discovery calls with prospective members.
Guide prospects through courageous decision-making conversations.
Manage your pipeline with discipline and transparency.
Follow up consistently (because follow-up is where the magic happens).
Hit and exceed monthly new-member goals without ever compromising fit or integrity.
Travel occasionally for live events where you’ll meet members and prospects face-to-face.
Compensation & Benefits
We believe in paying for results. You’ll earn a base salary plus performance-based compensation designed to reward you generously for bringing in the right members. Total comp is structured so you can earn well into six figures when you hit your goals.
We also offer:
Full medical, dental, and vision (75% covered for you + family).
401K with up to 3.5% match.
Short- and long-term disability insurance (at no cost to you).
Pet insurance, legal coverage, and an EAP program.
Unlimited PTO.
One fully-paid week off during Thanksgiving (in addition to your PTO).
Tons of professional and personal development opportunities (the same ones our clients pay big money for).
Requirements
6+ years of proven success in sales, business development, or membership growth (professional services or high-value programs preferred).
A track record of hitting and exceeding ambitious sales goals.
Excellent communication skills — you can connect, listen, and lead a conversation with confidence.
Comfort working with entrepreneurs who may be overwhelmed, skeptical, or scared.
CRM proficiency and disciplined pipeline management.
Bachelor’s degree preferred (but not required if you have the track record).
Location, Hours & Travel
This is a FULL TIME remote job (not part-time, not side-gig, not “I’ll squeeze this in between other things”). Full-time.
Occasional travel required for quarterly conferences and live sales events.
We can only hire in: AZ, CO, FL, GA, IL, MD, MI, NC, NJ, NY, PA, TX, VA, WA.
Final Word
This is a high-performance environment. We hire A-Players who thrive in fast-moving, entrepreneurial, no-excuses settings. We take 100% personal responsibility, and we expect you to do the same.
If you read all this and got more excited (instead of overwhelmed), you might be exactly who we’re looking for.
