Back to jobs

Manager, Membership Sales and Account Services- Government Market

Washington, District of Columbia, United States

OVERVIEW

Practising Law Institute (PLI) educates and informs lawyers and other professionals with innovative programs, publications, podcasts, and additional resources. With a sterling reputation developed over 90 years, PLI is a trusted source of professional development and knowledge for the legal community. A nonprofit organization, PLI is also known for its dedication to providing pro bono training and resources to ensure access to justice. PLI’s client base includes a large array of prestigious law firms, corporations, and government agencies. We are also proud to have recently been named one of the “Brands That Matter” by Fast Company. More information about PLI may be found on our website www.pli.edu.

PLI is searching for a sales professional to fill the role of Manager, Membership Sales and Account Services- Government Market (responsibilities and qualifications are described below). Work in a collaborative environment with a diverse, employee community where staff enjoy a generous benefits package and a genuine commitment to a work-life balance (4+ weeks of paid time off and hybrid remote/in-person schedules for most roles).

The Manager, Membership Sales and Account Services- Government Market will be a representative of the industry leader in continuing legal education. Reporting to the Regional Director of Sales and Account Services, this individual will manage an established book of business worth over $1MM within the government sector and grow it for the Privileged Membership Program and other PLI products and services.  Responsibilities include developing and overseeing a pipeline to drive new sales and secure additional government accounts. 

The role emphasizes retaining and renewing existing accounts, generating additional revenue by upselling and cross-selling existing accounts, and bringing in net new business by fostering relationships with attorneys, professional development directors, and other relevant professionals.

A successful Manager, Membership Sales and Account Services - Government Market, excels in building trust and demonstrating credibility with all account stakeholders. This is achieved through a deep understanding of PLI products and services, as well as acquired knowledge of the legal industry and government market.

KEY RESPONSIBILITIES

  • Develop and execute action plans to retain and grow existing business within the assigned territory.
  • Successfully renew, cross-sell, and upsell existing client base to achieve and exceed targets.
  • Build and manage a pipeline of new sales prospects by targeting government agencies for PLI products and services.
  • Respond to and manage government-issued RFPs.
  • Bring experience and understanding of government sales processes via RFP and RFI, and other attributes of successfully selling in the government market.
  • Establish and maintain strong relationships with attorneys and training professionals.
  • Provide product training and demonstrations through customer visits and online.
  • Forecast sales revenue on a monthly, quarterly, and annual basis.
  • Maintain up to date records of sales activity and pipeline progress in salesforce.com
  • Collaborate with internal stakeholders and customers to close new client deals.
  • Assist with the implementation and roll-out of subscriber agreements.
  • Demonstrate knowledge of PLI products and the legal profession by presenting our value proposition and offerings to prospects and current clients.
  • Exercise solid territory account management skills to ensure all customers receive frequent attention and support.
  • Other duties, as assigned.

QUALIFICATIONS AND REQUIREMENTS

  • Bachelor’s Degree is required.
  • 3 - 5 years of government-related sales experience is required.
  • Demonstrated success in prospecting, building relationships, meeting requirements, and closing deals with contracts of at least $10,000 with the federal government, and other government agencies and entities.
  • Proven ability to close new business deals and meet monthly/quarterly/annual sales quotas.
  • Deadline-driven with excellent time management and organizational skills.
  • Strong computer skills including knowledge of Salesforce, Microsoft Office and GovSpend/FedConnect/Sam.gov.
  • Self-motivated, proactive and able to work independently and as part of a team.
  • Ability to travel as needed.
  • Previous legal services experience or a J.D. a plus.

YOUR BENEFITS AT PLI

PLI offers a generous benefits package and is committed to creating an interesting, collegial, and supportive work environment:

  • Medical, dental and vision plans for employees and their families
  • Generous employer contribution to employee retirement savings account
  • Ample paid time off and holidays, summer Fridays
  • Flexible hybrid remote/in-person scheduling for most roles
  • Unlimited access to LinkedIn Learning web-based training along with other career development opportunities
  • Work-life balance initiatives
  • One-time $500 Home Office Allowance
  • Gym/Wellness Allowance of up to $300 each calendar year

 

COMPENSATION RANGE FOR THIS POSITION

$68,000 - $72,000 per annum (plus quarterly incentives based on performance) 

(Exact compensation offer may vary based on the candidate’s job-related skills and work experience.) 

 

EEO STATEMENT

PLI is an equal opportunity employer and does not discriminate against any candidate based on race, religious creed, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, military and veteran status, sexual orientation, or any other factor protected by federal, state or local law.
 

Only those applicants who meet our requirements for this position will be contacted.

Practising Law Institute is an equal opportunity employer. Click here to learn more.

 

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Education

Select...
Select...
Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Practising Law Institute’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.