Account Executive - Client Engagement

About Wright Family Law Group

Wright Family Law Group is a Massachusetts family law firm with offices in Tewksbury, Danvers, and West Newton. We handle divorce, custody, guardianship, restraining orders, contempt and modification, and adoption. The people who call us are usually in one of the hardest stretches of their lives.

We are not a buttoned-up firm. We look for people who do serious, excellent work and enjoy being themselves while they do it.

The role

Our intake team books paid consultations with people who need a family lawyer. You run those consultations, understand what each person is facing, recommend the right engagement and retainer, and help the right clients decide to hire us. Legal advice comes after they hire us, in a strategy session with one of our attorneys, and attorneys back you up on any legal question along the way.

This is sales done with empathy. Many of the people you talk to are dealing with a divorce, a custody fight, or domestic violence. We are not looking for pushy. We are looking for someone people trust in the first five minutes, who can still ask for the decision and follow up until there is one.

Why it matters: every point of close rate is real revenue for the firm, and you will help shape how the whole firm sells.

What you will do

• Consultations and closing
• Run paid consultations booked by intake, and lead discovery on each person's situation, goals, urgency, concerns, and readiness to move forward.
• Explain our process, services, and fees in plain English. Route legal questions to an attorney.
• Recommend the right retainer based on how complex the case is, following firm pricing. Retainers typically run $5,000 to $15,000 or more, and you will learn what drives the difference.
• Handle objections about cost, timing, trust, and competing firms with good questions, not pressure.
• Ask for the engagement, then guide new clients through the engagement agreement and retainer payment.
• Follow-up and pipeline
• Own every consultation until the person hires us, declines, or is closed out. "Let me think about it" gets a next step and a follow-up date, not silence.
• Work lead follow-up and take intake calls when you are not in consultations.
• Log every consultation, outcome, and next step in Lawmatics the same day, and review your own recorded consultations to sharpen your close.
• Handoff and improvement
• Hand retained clients to the legal team cleanly in Clio so nothing gets asked twice. WRIGHT FAMILY LAW GROUP | ACCOUNT EXECUTIVE, CLIENT ENGAGEMENT | 1
• Flag junk or out-of-scope leads to intake and marketing so lead quality improves.
• Help refine consultation scripts, objection handling, and training with firm leadership.

What success looks like

• A consultation-to-client close rate of 55% or higher. That is where commission starts, and it is what we expect.
• Minimum standard: 45% during your first 45 days while you train, then 50% every month after that.
• Clients who hire us feel informed, not pressured. The first 90 days are an introductory period, including sales training on our case types, pricing, and process

Requirements

• A proven consultative sales record, owning deals from discovery to close, with a close rate you can speak to.
• High-empathy selling experience: consulting, professional services, admissions, financialservices, healthcare, or legal. Not high-pressure, high-volume closing.
• Comfort talking about a $5,000 to $15,000 commitment directly and respectfully.
• Experience handling a steady flow of inbound leads, with the CRM discipline to keep same-day notes and follow-ups (Lawmatics, Clio, Salesforce, or similar).
• A quick learner who can pick up family law basics, like case types and what drives cost, without crossing into legal advice.
• Comfortable on the phone and Zoom, and trusted with confidential information.
• Preferred: sales or intake experience at a law firm, experience selling alongside attorneys or other experts, and familiarity with Lawmatics or Clio.
• Location: Fully remote, anywhere in the U.S. Eastern Time business hours, plus some evenings