Sales Operations Analyst, Deal Desk

Job Description

Job Description

Description

At Jimerson Birr, our team has accepted the lasting responsibility of protecting our clients’ rights, businesses, properties, investments, and finances. 

Our professionals are integral, trusted advisers and advocates in both established and emerging businesses, giving our clients insights into legal and business considerations that guide prudent decision-making. We work with some of the world’s most respected and well-established businesses, as well as start-up visionaries, and individuals looking to overcome challenges. 

About the Role  

Jimerson Birr is hiring a Sales Operations Analyst for our Deal Desk, the seat that turns a consult call into a priced, scoped, signature-ready proposal. When a consult call wraps, you receive the discovery questionnaire. You check what we’ve charged and earned on similar work, set a price that is both winnable and profitable, and build the proposal our team takes into the solutions call. You work behind the scenes and never in front of the client, but every proposal that goes out carries your work. 

Your focus is Longevity Legal and flat-fee business advisory and transactional work: legal services sold at a clear, predictable price instead of by the hour. A contract that once would have been billed hourly becomes a single, well-scoped flat-fee item, and you are the one who makes sure that price holds up. 

This seat suits someone who is both creative and exacting. Every proposal is a little different, and you like that: new scope, new numbers, a new way to frame the offer, all against a deadline that keeps the work moving. You enjoy the technical side of the problem: pricing logic, margin, and historical data and you are precise enough to catch the detail that would otherwise turn into a margin problem three months later. You will work in AI tools all day, Claude and our in-house proposal portal, feeding them the right inputs and knowing when the output isn’t right. And because a proposal is a promise in writing, you write like someone who knows every line is a commitment the firm has to deliver. 

You get a defined process, proven templates, and the latitude to make them better. You do your best work in close, one-on-one collaboration with the sales team, and you communicate in a direct, factual way: here is the number, here is why, here is what it would take to change it. When something falls outside your experience, you know to bring in an attorney before the proposal goes out, not after. 

Whether you are an attorney ready to step away from client-facing practice and into the business side of law, or an analyst from sales operations, revenue operations, or business analysis who wants to work inside a law firm, this seat is built for you. Early-career candidates with strong analytical and writing skills are welcome too. 

This is your seat if:  

• You would rather check the data than guess what something should cost, and you catch the number that doesn’t match before it goes out the door. 
• You like a proven template and the freedom to make it better every time you learn what converts. 
• Deadlines and shifting priorities sharpen your focus, and you can keep several proposals moving at once. 
• You are comfortable working in AI tools all day  and you know when the output isn’t right yet. 
• You can give the sales team a clear yes or no on a price, and you keep to the numbers even when the deal is hot. 
• You write a proposal that reads like an offer a client wants to say yes to, not like a legal document. 

What You'll Do

Build the Proposal  

• Turn the consult call’s discovery questionnaire into a clean, client-ready proposal and option set inside the deal clock, working from the firm’s templates in our AI-powered proposal portal. 
• Build each option as a complete, well-framed yes rather than a good-better-best ladder. 
• Write for the client, not for a lawyer: a forward-facing offer that is easy to say yes to, with the precision of a document where every line is a commitment the firm will deliver on. 
• Send an incomplete discovery questionnaire back rather than guessing at scope. 
• Turn revisions that come off the solutions call inside the same deal clock. 
• Join solutions calls, and the occasional consult call, so the proposal you build matches what was discussed and the right information gets collected up front. 

Price It Right  

• Pull historical pricing and profitability data for the specific service and set the profitability range before a proposal goes out. 
• Map the correct agreement exhibit to each chosen pathway and apply value-pricing logic consistently. 
• Make the call when a client counters: tell the sales team yes or no, grounded in the numbers. 
• Look back after the sale. Check whether what we sold was actually profitable, and adjust pricing up or down. 
• Say so, before the proposal issues, when something cannot responsibly be fixed-priced. 

Define and Defend Scope  

• Translate discovery into precise scope language with explicit in-scope and out-of-scope boundaries. 
• Generate change orders for out-of-scope requests instead of absorbing them. 
• Maintain the negotiables list so the sales team knows what can move and what cannot. 
• Work with attorneys on clarifying questions, and escalate scope or pricing risk before it reaches the client, never after. 

Improve the System With Every Deal  

• Maintain and refine proposal templates, scope libraries, and pricing baselines, checking each package for completeness, formatting, and required approvals before it goes out. 
• Test what converts: track what wins, what stalls, and where scope leaked, and feed what you learn back into the templates. 
• Report turnaround time and win rate by option structure without being asked. 
• Hand the final exhibit and pricing to the Engagement Specialist for issuance and logging. 

What You'll Bring

• Strong attention to detail and accuracy, in numbers and in writing 
• A creative mindset for framing an offer, paired with the discipline to check every detail 
• Analytical comfort with pricing, margin, and historical data, enough to tell whether a deal was profitable 
• Clear, direct written and verbal communication 
• Daily, hands-on use of AI tools to draft, check, and refine work 
• The ability to learn legal vocabulary and write it out accurately; a legal background is not required to start 
• Comfort with constant, fast back-and-forth with the sales team on a tight turnaround 
• Sound commercial judgment, and the confidence to say no 
• Ability to work on-site in our Jacksonville office 

Preferred Qualifications  

• JD, or experience working in a law firm or legal-services environment 
• Business analyst, sales operations, revenue operations, or deal desk experience, ideally in SaaS or professional services 
• Pricing, negotiation, or proposal and quote-building experience (we will teach you our pricing models) 
• Experience managing document templates or document automation 

Why Join Jimerson Birr?

This seat is where the firm’s push toward clear, predictable pricing gets put on paper — every proposal you build is how a client sees that shift. A deal desk is a seat you will find at software companies; at Jimerson Birr it is new to the way a law firm sells. And because you work from real data on what we have charged, what it cost to deliver, and what we earned, you get a front-row view of how a law firm prices and sells its work. 

Join a dynamic team that values professional growth and excellence in legal service. We offer competitive compensation, professional development opportunities, and a supportive work environment dedicated to fostering your success. 

We’ve found that the key to doing great work is to love what you do and respect who you do it with. To continue reading about our firm, visit our website Jimerson Birr. 

Our atmosphere and award-winning firm culture is collegial and professional, and our shared commitment to professional development is superior to our contemporaries. Learn more about our firm culture here: JB Firm Culture: JB FOR ME. 

WHY APPLY? 

You’ll get a Challenging Opportunity with a Company that Cares About Its Most Valuable Asset: YOU! At Jimerson Birr, we pride ourselves on our people and their collective achievements. Besides our list of legal industry honors, in 2021 and for the seventh consecutive year, the firm was named one of Florida’s “Best Companies to Work For” by Florida Trend Magazine. In recent years, the firm was also distinguished as one of the “Best Places to Work” by the Jacksonville Business Journal and five times as one of the “50 Fastest Growing Companies.” Opportunities abound for those who can meet and exceed the expectations set for our team. Jimerson Birr is comprised of high-performing and professionally fulfilled people. We believe that a positive attitude, personal accountability, and a commitment to quality work will put a talented person on a fast track for success. Our atmosphere and award-winning firm culture are collegial and professional, and our shared commitment to professional development is superior to our contemporaries. 

Our core values are simple: Commitment to service; Commitment to quality; Commitment to results. We live our core values, and we welcome you to live them with us. 

Jimerson Birr is an equal opportunity employer. All qualified applicants receive consideration for employment and all employees are treated during employment without regard to race, color, sexual orientation, religion, sex, age, national origin, genetic information, disability, veteran status, gender identity, and marital status.