Sales And Business Development Jobs in California

Read This First

This role is for a salesperson who picks up the phone without being told, treats every lead as their own, and doesn’t stop following up until they get a clear answer.

This is not a receptionist role or an intake role. It is not a “network when you feel like it” role. You will own the pipeline from the first call to the signed engagement, and you will be measured on results.

If you’ve been the person on your team who makes the most calls, follows up the longest, and closes the business others let go cold, keep reading.

Who We Are

Focus Law is a business litigation and trial firm. We represent business owners in partnership, shareholder, and business disputes, often involving a dishonest partner or a deal gone bad. Our clients are accomplished people: owners, founders, and investors who have built something real and are now at risk of losing it.

When they call us, it’s rarely just a legal problem. Their company, their savings, their reputation, and sometimes their family’s future are on the line. They need someone who can take charge of the conversation, understand what’s really at stake, and help them decide with confidence.

What You’ll Own

Sales (about half your week)

• Call every new lead fast. Same day, every time.
• Run consultative conversations by phone, video, and in person. Uncover the business problem, the financial exposure, and the personal stakes: what the prospect is protecting, what they’re afraid of losing, and what “this is finally behind me” looks like.
• Present the firm’s value clearly, handle objections directly, and ask for the business when the fit is right.
• Follow up relentlessly and professionally. Most clients don’t decide on the first call, and you won’t let them fall through the cracks.
• Turn cold into warm. Reach out proactively to cold leads, stalled prospects, past consultations, and dormant contacts. Re-open the conversation, rebuild the relationship, and move them back into the pipeline.

Business Development (about half your week)

• Stay in touch with the people who matter to the firm. Make regular, personal outreach calls to our network of former clients, referral partners, and contacts. The purpose of these calls is to check in, show we care, and offer help, not to pitch. The business follows the relationship.
• Build and grow referral relationships with CPAs, financial advisors, business brokers, bankers, and other attorneys.
• Represent the firm at networking events with a plan and a follow-up, not just a business card.

The Numbers

• Keep the CRM current: concerns, decision drivers, objections, commitments, and next steps.
• Report weekly on pipeline, conversion, outreach activity, and what’s working.
• Hand signed clients off cleanly to the legal team and check in with them through onboarding.

What Success Looks Like

• Nine new client engagements per month.
• A high, consistent volume of daily outbound calls and follow-ups. Specific activity targets will be set together during onboarding.
• Every new lead contacted the same business day.
• Cold contacts become warm conversations, and warm conversations become clients.
• No lead goes dark without a documented follow-up plan.
• Former clients and referral partners hear from the firm regularly, and they send repeat business.
• The owner spends his time practicing law, not running sales calls.

You’re the Right Person If You

• Have 3+ years of consultative, high-value sales with a closing record you can back up with numbers.
• Have sold trust-based services to sophisticated decision-makers in fields such as financial services, wealth management, commercial banking, insurance, legal, consulting, executive search, or B2B.
• Are energized by outbound calling, cold outreach included, and are comfortable calling someone back a fifth or sixth time.
• Can talk with a business owner about money, fear, and family without flinching or overselling.
• Live in your CRM and run your own pipeline without needing to be managed into it.
• Have executive presence in person and on video.
• Understand that a non-attorney salesperson never gives legal advice or promises results, and know how to sell value within that line.

This Is Probably Not for You If

• You prefer inbound-only leads.
• You need someone to tell you when to follow up.
• You’re uncomfortable making cold calls or asking for a decision.
• You see networking as an event rather than a pipeline.

Compensation and Logistics

• $75,000 base salary plus a performance bonus designed to bring total compensation to $100,000 or more.
• The incentive plan is structured to comply with California professional and ethical rules and does not involve sharing legal fees with a non-attorney.
• Work is primarily in our Anaheim Hills office during onboarding. Hybrid flexibility is possible once you’re fully trained and demonstrate you can performing independently.
• Some local events will be held in the evenings.

How to Apply

Submit your resume and answer the questions below. Applications without numbers will not move forward.

• How many years of consultative or outbound sales experience do you have?
• In your most recent sales role, what was your typical daily outbound call volume?
• What was your quota, and what percentage of it did you hit in each of the last two years?
• How many years have you sold high-value professional, financial, legal, insurance, or consulting services?
• Which CRM have you used, and for how long?
• Describe a deal you closed after the prospect went quiet. What did your follow-up look like?
• Describe how you’ve turned a cold contact list into active conversations. What did you say on the first call?

Pay: $75,000.00 - $100,000.00 per year

Work Location: In person