Sales Development Representative (SDR) - Remote

Harbor Litigation Solutions · Remote · US

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 14d ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Harbor Litigation Solutions's careers page

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The job

What you'd do: Outbound SDR role selling eDiscovery and litigation-support services to law firms and corporate legal departments. You'll prospect by phone, email, and LinkedIn, qualify leads, and book meetings for the sales team.
Who you'd sell to: Law firms and corporate legal departments · Legal services and eDiscoveryIn their words: “Research and identify prospective clients, including law firms, corporate legal departments, and other organizations with potential eDiscovery and litigation-support needs.”
Where deals come from: Mostly you. Expect a lot of outbound: cold calls, emails and LinkedIn.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Mostly self-sourced. Great if you like outbound, rough if you don't.
Time on market: Open 14 days.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
5.
What are the base and the OTE for this role?
No point investing hours before you know the number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Got an offer from Harbor Litigation Solutions? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

Sales Development Representative (SDR) – Remote Harbor Litigation Solutions is seeking a motivated and persistent Sales Development Representative (SDR) to help grow our client base within the legal and eDiscovery markets. This is a fully remote position focused primarily on outbound prospecting and generating qualified sales opportunities. The SDR will identify prospective clients, initiate conversations, understand their potential needs, and schedule qualified meetings for our sales team. What You'll Do · Research and identify prospective clients, including law firms, corporate legal departments, and other organizations with potential eDiscovery and litigation-support needs. · Conduct high-volume outbound prospecting through phone, email, LinkedIn, and other appropriate channels. · Identify relevant decision-makers and develop effective strategies for reaching them. · Introduce prospects to Harbor Litigation Solutions and communicate our capabilities in a clear and compelling way. · Qualify prospects based on their needs, potential opportunities, timing, and fit with Harbor's services. · Schedule qualified meetings and introductions for the sales team. · Maintain accurate records of prospecting activities, conversations, and opportunities in the company's CRM. · Follow up consistently with prospects and develop relationships over time rather than relying solely on one-time outreach. · Work closely with sales and marketing to refine messaging, target markets, and outbound campaigns. · Meet defined activity, qualified-meeting, and pipeline-generation goals. Requirements What We're Looking For · Experience in sales development, business development, outbound sales, or another prospecting-focused role. · Strong verbal and written communication skills. · Comfortable making outbound calls and initiating conversations with people who have not previously engaged with the company. · Persistent and organized, with the ability to manage a large number of prospects and follow-up activities. · Able to research organizations and identify appropriate decision-makers. · Comfortable working independently in a fully remote environment. · Professional communication style appropriate for attorneys, litigation professionals, corporate legal departments, and senior business professionals. · Experience using CRM, sales prospecting, email outreach, and LinkedIn tools. Preferred Experience Experience in any of the following is helpful but not required: · eDiscovery · Litigation support · Legal technology · Legal services · SaaS or technology sales · Professional services · Selling to law firms or corporate legal departments Candidates with strong outbound sales experience who are new to eDiscovery are encouraged to apply. Harbor can provide training on our services, technology, and the eDiscovery industry.

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