Overview
You're calling title companies, real estate attorneys, and settlement professionals to book demos for Closinglock's payment security and workflow platform. You're educating a traditional industry about wire fraud prevention and digital payments - many of your targets still use phone calls and email to coordinate six-figure wire transfers. Your job is to get them interested enough to take a 30-minute demo.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Outbound SDR |
| Sales Motion | Outbound-heavy with some inbound leads |
| Deal Complexity | Consultative (selling to risk-averse buyers) |
| Sales Cycle | N/A (you hand off to AEs) |
| Deal Size | N/A (pre-sales role) |
| Quota (est.) | 15-25 qualified meetings/month |
Company Context
Stage: Private/Growth stage (97 employees suggests Series A/B)
Size: 97 employees
Growth: Actively hiring SDRs after promoting several internally - indicates expansion and clear career path
Market Position: Challenger in real estate closing tech - competing against manual processes and legacy solutions in a fragmented market
GTM Reality
Pipeline Sources:
- 70-80% Outbound - cold calling, email sequences, LinkedIn outreach to title companies and closing attorneys
- 20-30% Inbound - website leads, content downloads, referrals from existing customers
- Some partner referrals from underwriters and real estate networks
SDR/AE Structure: Dedicated SDR team that books meetings and qualifies, then hands off to AEs for demos and closing
SE Support: Likely AEs handle technical demos themselves given the product focus
Competitive Landscape
Main Competitors: Manual processes (phone/email for wire instructions), legacy title software, other payment security platforms in the space
How They Differentiate: All-in-one platform combining secure payments, identity verification, automated workflows, and fraud insurance
Common Objections: "We already have a process", "Our clients won't change", cost concerns, tech adoption hesitancy in a traditional industry
Win Themes: Wire fraud prevention (massive pain point), efficiency gains, client experience improvement, compliance/audit trail
What You'll Actually Do
Time Breakdown
Cold Outreach (50%) | Follow-up & Nurture (25%) | Research & Admin (15%) | Team Meetings (10%)
Key Activities
- Cold calling title companies and law firms: 50-70 dials per day to office managers, closing coordinators, and attorneys. Most calls go to voicemail. You're interrupting their day to talk about changing their payment process.
- Email sequences and LinkedIn outreach: Multi-touch campaigns to people who didn't answer. You're competing with 100 other vendors in their inbox. Open rates are low in this demographic.
- Qualifying inbound leads: Following up on website form fills and content downloads. These are warmer but many are just tire-kickers or students doing research.
- Demo prep and handoff: Writing up discovery notes for AEs, sitting in on initial demos to learn, updating CRM records. This is 20-30% of your time once you're booking consistently.
The Honest Reality
What's Hard
- Title companies and attorneys are busy during closing season and hard to reach. You'll leave a lot of voicemails and send a lot of emails that get ignored.
- You're selling change to an industry that moves slowly and values relationships over technology. Many prospects have been burned by software that promised to make things easier.
- Wire fraud is a scary topic but also feels like "it won't happen to me" until it does - so urgency is hard to create.
- You need to learn real estate closing terminology fast (escrow, settlement statements, wire instructions, title insurance) to be credible with these buyers.
- Internal promotions mean you're competing with teammates for the next AE spot - performance is visible.
What Success Looks Like
- Booking 15-25 qualified meetings per month that show up and convert to opportunities
- 30-40% of your meetings convert to SQLs (AE accepts them as real opportunities)
- Consistent activity: 50+ calls, 100+ emails, 20+ LinkedIn touches per day
- Learning the market fast enough to have credible conversations within 60 days
Who You're Selling To
Primary Buyers:
- Title company owners and operations managers (5-50 person firms)
- Real estate closing attorneys (solo practitioners to 10-person practices)
- Escrow officers and settlement coordinators (initial contact, rarely decision-maker)
What They Care About:
- Wire fraud risk and liability exposure
- Client experience and competitive differentiation
- Time savings on repetitive closing tasks
- Ease of adoption (won't disrupt their current process)
- Cost vs. current methods (often "free" manual processes)
Requirements
- Comfortable making 50-70 cold calls per day to skeptical buyers
- Quick learner - you need to understand real estate closing process and terminology
- Resilience with rejection - this is a traditional industry that doesn't love being cold called
- Strong written communication for email sequences and LinkedIn messages
- CRM discipline (Salesforce or similar) - your data quality affects your teammates
- Competitive drive - promotions are earned through performance, not tenure