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Smart, happy people    build amazing companies.

With this as our guide, we are committed to hiring the brightest minds that have both a bold entrepreneurial streak and a strong work ethic.

Open Positions

Insights Analyst

Avvo is looking for an Insights Analyst to join our growing Data Analytics team. This position will report to the Director, Advanced Analytics & Data Science and will be responsible for partnering with our Product team to identify key trends and opportunities for organizational and product growth.

Responsibilities:

  • Apply your expertise in quantitative analysis and data mining to identify trends and new opportunities
  • Develop best practices for product instrumentation and experimentation, and communicate those to product and engineering teams
  • Work closely with product teams to drive product innovation through actionable analytics
  • Answer product questions by using appropriate statistical techniques on available data
  • Analyze and interpret the results of product experiments and a/b testing
  • Drive the collection of new data and the refinement of existing data sources

Position Requirements:

Necessary:

  • Quantitative Degree (Mathematics, Computer Science, Engineering, Statistics, etc.)
  • 3+ years post-academic experience
  • Highly proficient in SQL
  • Proficient in statistics
  • Ability to communicate complex quantitative analyses in a clear, precise, and actionable manners to audiences as varied as data scientists and executives
  • Able to investigate both data and business processes

Nice to Have:

  • Experience with click stream data (raw web analytics data), knowledge of of HTML, JavaScript, and URL structures
  • Machine learning knowledge (applying statistics to large datasets)
  • Knowledge of R, Python, or similar
  • 5+ years experience as a Product Analyst or relevant role
  • MBA

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Data Scientist

Avvo is looking for a Data Scientist to drive overall business growth through trend analysis and market opportunities. This is a new position and will report to the Director, Advanced Analytics & Data Science.

Responsibilities:

  • Apply your expertise in quantitative analysis and data mining to identify trends and new opportunities
  • Develop best practices for product instrumentation and experimentation, and communicate those to product and engineering teams
  • Work closely with product teams to drive product innovation through actionable analytics
  • Answer product questions by using appropriate statistical techniques on available data
  • Analyze and interpret the results of product experiments and A/B testing
  • Drive the collection of new data and the refinement of existing data sources

Position Requirements:

Necessary:

  • Quantitative Master's degree (Mathematics, Computer Science, Engineering, Statistics, etc.)
  • 5+ years experience as a Product Analyst or relevant role
  • Highly proficient in SQL
  • Highly proficient in statistics (with strong expertise in machine learning)
  • Knowledge of R, Python or similar
  • Ability to communicate complex quantitative analyses in a clear, precise and actionable manners to audiences as varied as data scientists and executives
  • Independent, investigative mindset. Demonstrate ability to complete analytics projects with minimal direction

Nice to Have:

  • Experience with click stream data (raw web analytics data), knowledge of of HTML, JavaScript, and URL structures
  • Hadoop knowledge
  • MBA

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Software Developer - Realtime Analytics Infrastructure

You will be responsible for building a new infrastructure to support realtime analytics. You will work with a smart, driven team to transform Big Data into applications and services that help delight, connect, and inspire users. The successful candidate will have significant influence over the roadmap, feature set, and design of the overall architecture across all components of the Big Data pipeline: data quality, model and schema design, large-scale data processing, statistics, machine learning, and visualization.

Core Qualifications:

  • 5+ years proven experience building, debugging, and optimizing complex distributed systems.
  • Craftsmanship in distributed or data flow programming (Spark preferred, Cascading/Scalding, Crunch) with strong bias towards functional programming languages
  • Hunger for bleeding edge open source Big Data stacks is a must. Proficiency at working with open source projects is required. Extra bonus points for Apache project committers and contributors.
  • Independent and collaborative, exhibited personal initiative and strong ownership of projects, and a drive for results with the balance between quality and quantity.
  • A good learner, and a good mentor who inspires peers.

Preferred Qualifications:

  • Demonstrated ability to deep dive and deliver results with reliability, scale and performance optimizations.
  • Established history with Big Data technologies. Production engineering with Hadoop ecosystem, BDAS and realtime/reactive/streaming applications strongly preferred HBase, Spark/MLlib/GraphX, Kafka.
  • Created and productionalized data projects in one or more of these areas: statistical modeling, data mining, natural language processing, graph analysis, recommendation engine, regression/predictive modeling, social network analysis, or other machine learning techniques.

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to techjobs@avvo.com mentioning the position in the subject.

Big Data Engineer

Avvo is looking for a Big Data Engineer to join its BI/Data Warehouse team. This position will be responsible for building next generation Business Intelligence solutions using Big Data technologies such as Hadoop and Spark. You will be delivering actionable intelligence and present them through rich visualization. The ideal candidate will also have familiarity integrating SaaS platforms (like AdWords, Google Analytics, Sales Force, Exact Target)

Core Qualifications:

  • BS in Computer Science, or similar technical field.
  • 4+ years of related work experience (data engineering or data warehousing)
  • Strong experience in SQL programming
  • Strong problem solving and data analysis skills
  • Experience in designing and deploying production supported dimensional models, star schemas, and/or data marts.
  • 2+ years of experience with Hadoop specifically with Hive

Preferred Qualifications:

  • Experience with Impala and passion for latest technologies, particularly Spark strongly preferred
  • 2+ years of experience with high-level programming languages (Java, Python, Scala strongly preferred)
  • 1+ years of experience in report building, dashboard on Tableau

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to techjobs@avvo.com mentioning the position in the subject.

UX Designer

As a UX Designer at Avvo, you will make a real impact on the vision of our product. Our UX team has strong support at the executive level: we have our proverbial seat at the table, so you’ll have a real say in our direction (and not be just another cog in a corporate machine).

Well-rounded UX chops are table stakes for this position, but our primary concern is finding the right fit for our tight little band of designers. Avvo’s web and mobile products are already market-leading and we have big plans in the works—come check us out!

Desired Design Skills and Characteristics:

  • Exceptionally strong in interaction design and cross-device user experience
  • Visual design skills are a plus
  • Can balance thinking big & thinking practical
  • Can work independently and lead projects, and can also be a collaborative team member
  • Comfortable communicating design thinking to all levels of management and stakeholders
  • Can work low-fi (sketching & whiteboarding), and hi-fi as appropriate
  • Can conduct your own lightweight usability research when needed, as well as partner with dedicated researchers on deeper aspects
  • Ability to create interactive prototypes is a plus
  • Familiar with, but not dogmatic about Lean & Agile UX thinking

Desired Experience:

  • A degree in HCI, Industrial Design, UCD, or related field is preferred
  • 3+ years working in professional environments. Ideally in-house, and team based

In your portfolio, we'll be looking for the following:

  • Ability to communicate your ideas by whatever means necessary, be it sketching, wireframing, or interpretive dance
  • Examples of taking projects from early ideation to execution
  • Diverse experience with a variety of products and platforms (responsive web, iOS, etc.)
  • Ability to create superb designs by leveraging advanced knowledge of grid systems, layout, and composition
  • Experience designing elegant interaction states and transitions

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Software Developer

We're looking for great software developers to help us connect people with the legal help they need.

About You:

  • 3+ years of web development experience (in frameworks such as Rails, Django, node.js, Angular, Boostrap).
  • Strong CS fundamentals: A good knowledge of data modeling, object-oriented design, and algorithms.
  • You've worked closely with non-devs (designers, PMs, user researchers, etc.) to ship a great product.
  • You want to grow, and you're constantly finding small ways to improve all the work you do.
  • You love to mentor and be mentored. You live by the philosophy that everyone has something to teach you.
  • You're addicted to shipping, solving problems, and making everything better.

Ideally, you'd have:

  • Contributions to open-source projects.
  • A BS in Computer Science (or a related field).
  • Experience shipping web applications in Ruby/Rails.
  • A passion for quality. You take pride in keeping your bug count low and your Code Climate score high.
  • A strong focus on the people who use your software. Even when it makes things harder to build.

About the team:

  • We mostly run on Rails, but have brought in technologies like Go, Angular.js, Scala, and Sinatra. We're open to using the right technologies for what we build.
  • We iterate quickly, and ship multiple times a day.
  • We work in small teams with product managers and designers, and help shape the products we'll be building from day 1.
  • We have a strong tradition of supporting open source. Projects like resque_scheduler, robut, resque_unit, and jsonapiclient were all extracted from our codebase, and we've contributed patches back to Rails.

Right now, you have an opportunity to join the team while it’s still on the small side, and grow your career faster than you would at almost any other company. You'll be able to help shape our dev organization and define our culture.

Companies in our position are rare, and joining a company like ours will be one of the most memorable parts of your life.

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to techjobs@avvo.com mentioning the position in the subject.

Software Test Engineer

Avvo is looking for a Software Test Engineer to partner with existing development, design and product teams in the creation and execution of a new product for 2015.

Responsibilities:

  • Ownership of testing in an important new business unit
  • Working as an integral part of multi-discipline software SWAT team
  • Review / Edit / Author test plans / specifications
  • Triage of new bugs and review of old bugs
  • Rapid testing for immediate deployments
  • Overview / auditing of offshore testing needs

Requirements:

  • Overall software testing experience 3+ years (STE or SDET)
  • Experience writing test cases and test plans
  • Experience reporting bugs
  • Great communication skills - written and verbal
  • SQL
  • BA/BS degree in Computer Science, Information Technology, a related field or equivalent experience

Nice to have:

  • Internet/Web industry testing experience (bonus points for eCommerce experience)
  • Mobile app testing
  • Advanced SQL
  • Some experience writing code (bonus points for Rails / Ruby)
  • Experience with test automation frameworks (bonus points for Selenium)
  • Experience with security Testing

Your past experience is important, but not as important as your motivation and creativity. We will provide the environment and the guidance needed to grow your skill set!

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to techjobs@avvo.com mentioning the position in the subject.

Sr. Accountant

Avvo is looking to add a Senior Accountant to our growing finance team. We are looking for candidates who are excited to take on new challenges and grow their skills in a fast paced and dynamic environment. This position offers a high-level of independence, professional growth and the opportunity to be a part of a collaborative team. The Senior Accountant will report to the Director of Finance. This successful candidate will have a high level accountability, integrity, judgment, teamwork, and attention to detail.

Core Responsibilities:

  • Support month-end close functions including preparing journal entries, reconciliations, supporting schedules and analyses as needed
  • Prepare, summarize and communicate financial results including variance analysis and accounting issues
  • Coordinate and prepare presentation materials for monthly close meetings
  • Assist with preparing for financial statement audits, including providing supporting documentation, preparing audit schedules and financial statements
  • Assist with various accounting initiatives, including new system implementations and enhancements
  • Improve internal controls and work processes to protect company assets and ensure the accuracy of monthly financial reporting
  • Use accounting concepts, experience, analytical skills, and industry knowledge to resolve complex issues in creative and effective ways
  • Provide creativity and critical thinking, which inspires innovation and propels team members beyond the status quo
  • Assist with quarterly state tax reporting and preparation of annual tax returns.
  • Various ad hoc projects.

Requirements:

  • BA/BS degree in Accounting (preferred)
  • CPA – preferred
  • 3-7 years of total professional experience (preferably mix of public accounting and private accounting for sizable high-tech company)
  • 2+ years public accounting experience – preferred (Big 4 experience is a plus)
  • Understanding of US GAAP and accounting concepts
  • Ability and desire to optimize business processes and the use of technology
  • Excellent interpersonal and written communication skills
  • Must be a self-starter and able to work in a demanding environment balancing multiple priorities and deadlines
  • Detail oriented, with strong analytical and problem solving skills
  • Ability to manage change, accepting the challenges in managing our fast paced growth
  • Advanced Microsoft Excel skills and ability to work with large amount of data
  • Experience with ERP software (NetSuite preferred)

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Business Analyst

Avvo is seeking an experienced professional with a proven track record of success in business analysis. You are an organized self-starter with a keen business sense who loves digging into data to understand trends and performance. You have SQL query and excellent Excel and Tableau skills and the ability to analyze data to identify opportunities for growth and effectively communicate them internally. You are also a team player, excel in a fast-paced environment and want to join a company with significant growth potential and the opportunity to continue to build your skills.

Primary Responsibilities:

  • Support business units, marketing and product management in the development of strategic shortand longterm performance models
  • Work with data science team to analyze traffic and advertising inventory growth and serve as a conduit between sales, product and marketing to maximize growth opportunities
  • Work with the data science team to develop and measure performance of marketing initiatives, including TV advertising and online marketing campaigns
  • Perform analysis and modeling for partnership opportunities
  • Develop dashboards and reports that enable stakeholders to effectively track key performance indicators such as ROI, traffic, product adoption and revenue growth as well as the key growth triggers and trends
  • Deliver presentations to senior leadership on performance vs. goals
  • Perform ad hoc modeling, reporting and business analysis related to existing and potential new products

Qualifications:

  • 5+ years’ business and/or financial analyst experience
  • 2+ years’ experience in online marketing or ecommerce is a big plus
  • Bachelor’s degree in business, finance or related field; MBA a plus
  • SQL query skills and expertise with Excel and Tableau
  • Experience with search marketing and web site analytics platforms such as Google Analytics
  • Excellent project management, verbal and written communication and presentation skills
  • Demonstrated ability to thrive in a fast-paced environment and enjoys rolling up sleeves and working with fellow team members to get the job done

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

SEM Manager

Avvo is looking for a SEM Manager to join our growing SEM team. This is a great opportunity to drive the search marketing expansion for a leading legal consumer website.

Responsibilities:

  • Manage the set-up, analysis, and optimization of digital advertising accounts.
  • Ongoing account optimization: keyword and device bidding, targeting improvements, search query mining, keyword expansion, creative, landing pages, etc.
  • Maintain a dashboard for reporting and ongoing analysis and meet ongoing reporting requirements to keep the team informed on performance, optimization, and overall results.
  • Collaborate with internal teams and external partners to develop new capabilities and to test new strategies.
  • Develop and communicate ideas for improving strategies, practices and approaches, and ensure the successful implementation of those ideas.
  • Conduct competitive analysis, prepare reports on findings, and share the results with others.
  • Work closely with external partners and vendors to maintain support and keep up to date on new features and product capabilities.
  • Analyze daily performance and optimize bids based on results to maximize ROI and relevant traffic growth.
  • Forecast campaign performance and volume based on evolving set of company-wide metrics.

Required Skills & Experience:

  • 2+ years successful management of SEM/PPC/Paid Search accounts.
  • Managed over 500k+ keywords.
  • Managed accounts in Google Adwords and Bing Ads.
  • Optimized bids manually and through 3rd party tools.
  • A track record of positive ROI and traffic growth.
  • Excellent time management skills.
  • Ability to work independently with minimal direction and as a team player.
  • Ability to work in a changing environment with multiple goals.
  • Ability to compile and analyze data to make decisions.
  • Advanced skills in Microsoft Excel; must be able to use formulas, functions and create pivot tables.
  • Ability to drive results in a team-oriented environment and be 100% accountable.
  • Ability to make measurable progress on multiple high priority items simultaneously.

Preferred Background & Experience:

  • B.A. / B.S degree in Marketing or Business.
  • Knowledge of paid search best practices, bid management systems, keyword development tools, affiliate marketing and industry research.

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Business Development Manager

Avvo is seeking an exceptional business development professional in a high profile role to drive partnership opportunities that fuel Avvo’s ongoing growth. You will collaborate closely with external partners and internal stakeholders to execute partnerships in support of Avvo’s advertising and consumer services businesses. We are looking for a high performing BD generalist who is adept at hunting and closing prospects, analyzing opportunities and negotiating agreements. This position has a high level of visibility, and you will need to be a strong leader, able to communicate clearly and compellingly internally and externally. We are looking for someone who is ready to roll-up their sleeves and tackle an interesting and challenging opportunity.

Responsibilities:

  • Prospect, close, and manage business development partnerships that drive traffic, contacts or other key metrics in support of Avvo’s advertising business
  • Develop and execute on a partnership strategy designed to drive adoption of Avvo Advisor, Avvo’s new flagship consumer product.
  • Work with the analytics and finance teams to develop forecasts and methods for testing deal assumptions
  • Support Avvo’s product teams in licensing or other deals that improve Avvo’s consumer experience
  • Present and articulate complex concepts to cross functional audiences.
  • Evaluate new inbound prospects
  • Identify and propose creative new partnership opportunities or structures

Qualifications:

  • 5+ years relevant experience in business development at a consumer internet company
  • Expertise in online advertising
  • Familiarity with online directories is a plus
  • Track record of excellence and delivering results
  • Very strong teamwork skills and proven ability to partner across an organization to get stuff done
  • Demonstrated ability to engage and influence C-level executives
  • Strong verbal and written communications skills
  • Passion for working with external partners and growing businesses
  • Strong analytic and project management skills
  • Overall, a highly driven, results-orientated, creative, intellectually curious, problem solver who enjoys working with partners
  • Bachelor’s degree and willingness to travel up to 40% required.

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Editor & Content Manager, Consumer Marketing

Are you a news junkie who enjoys keeping up with the SCOTUSblog and the Kardashians? Do you have an instinct for what gets people talking? Avvo is looking for a consumer marketer fluent in content generation and editorial management to manage our NakedLaw Blog and editorial calendar. As the Content Manager for Avvo you will not only be responsible for the daily management of the blog but for leading the content and SEO strategy on the consumer marketing team, working with the social, PR, and product teams. You will be resourceful, a quick thinker, and a strong writer who can identify and develop great content that is meaningful to and shareable by our target market. You will be equally comfortable assigning work to writers or publishing your own 200 word post within an hour.

Primary Responsibilities include:

  • Creating the content and SEO strategy that will support internal and external clients and developing the execution plan to make it a reality
  • Managing a wide range of publishing workflow tasks: identifying relevant content for your audience(s) on key topics, crafting the angle, assigning stories to freelancers and contributors, editing drafts, optimizing for SEO, selecting photos and writing headlines.
  • Partnering with product teams to ensure their content needs are met and determining how to share resources
  • Driving editorial decisions and collaborating with the consumer marketing team — including Social Media, PR, and Brand — to generate content ideas that align with business goals and marketing campaigns.
  • Working with the Email Marketing team to execute a bi-weekly blog newsletter -selecting stories, testing emails and scheduling send. Familiarity with Exact Target and/or Mailchimp a plus but not required.
  • Multitasking efficiently and effectively. One second you’ll be testing headlines in Outbrain, the next you’ll be editing 800 words on new marijuana laws, the next you’ll be reaching out to real estate lawyers, and the next you’ll be researching the latest legal debate to determine the best way to share it with your readers.

Requirements:

  • Minimum 5 years’ professional experience in content marketing and editorial management.
  • Deep knowledge of editorial, content, and SEO best practices – and the confidence to throw the rules out when necessary.
  • An obvious passion for content marketing and news, with the maturity to speak in the brand voice.
  • Unwavering belief in the power of content marketing to communicate with consumers and create meaningful brand connection points.
  • Outstanding written and verbal communications skills a must with a pet peeve for typos and poor grammar.
  • Demonstrated consumer orientation, passion for marketing, exceptional problem solving skills, and strong storytelling abilities required.
  • Strong strategic thinking and leadership skills; experience working with a wide variety of teams and stakeholders.
  • Demonstrated ability to work autonomously and manage a wide variety of projects simultaneously, under deadline, and with a limited budget.
  • BA required, preferably in Journalism, Communications, English, or Marketing.

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Email Marketing Coordinator

Avvo is looking for an Email Marketing Coordinator to assist in developing and managing our complex email program to both B2B and B2C customers. This position reports to the Director of Email Marketing and is ideal for someone who has digital and/or email marketing experience and is looking to grow and hone their career in email marketing.

About You:

You should have a unique blend of technical skill and creative savvy -- you’d be able to easily switch gears from writing marketing copy to troubleshooting code. You are an extremely detail-oriented self-starter who has the ability to hit tight deadlines with flawless execution. You excel at problem-solving and thrive in a fast-paced startup-like environment. You are serious and excited to take your email marketing skills to the next level.

Position Responsibilities:

  • Create and execute on email marketing campaigns that drive revenue, increase customer retention and support other company goals.
  • Manage the email campaign process from start to finish including planning, conceptualization, creative development, set-up, review, QA, deployment and reporting.
  • Set up targeted / segmented lists for highly personalized email sends.
  • Complete final QA of emails for compatibility with web browsers and email clients; ensuring all links, images, subject lines and list segments are accurate and working properly.
  • Proactively track, monitor, analyze and optimize campaign performance.
  • Support team members on production and execution of their email campaigns.
  • Ensure that all stakeholders are kept fully informed of project status, issues and progress.
  • Field questions and respond to requests from a large variety of departments and levels within the organization.
  • Daily monitoring of campaign deployment and subscriber management.
  • Troubleshoot deliverability issues as needed.

Desired Skills and Experience:

  • Minimum 2 years digital and/or email marketing experience.
  • Near obsessive attention to detail.
  • Ability to work independently and manage multiple projects under tight deadlines.
  • Strong organizational, communication and multi-tasking skills.
  • Experience in developing marketing content: copy and creative.
  • Experience in working with applications such as sophisticated email delivery systems like ExactTarget, CRM systems such as Salesforce, and analytics tools, for example: Google Analytics.
  • Understanding of HTML and ability to troubleshoot coding issues.
  • Proficient in Excel and MS Office programs.
  • Enthusiasm to learn and grow your career in email marketing.
  • Excellent verbal and writing skills.
  • BA or BS preferred.

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.

Account Executive (Inside Sales Representative)

We are currently looking for stellar Inside Sales people to further develop our sales function. This position will grow Avvo’s product sales (advertising, websites, and software) markets and be a major contributor in building our business.

Key Responsibilities:

  • Heavy outbound calling to attorneys and legal firms.
  • Develop prospects through cold-calling, networking and marketing opportunities.
  • Present Avvo advertising solutions and software products to potential clients.
  • Negotiate and close sales opportunities.
  • Meet and exceed activity and revenue goals.

Qualifications:

  • Must have 3-5 years in a full cycle Inside Sales role.
  • Proven track record of driving revenue as a top producer.
  • Demonstrated ability to manage negotiations and close transactions.
  • Advertising, Software or Online B2B sales preferred.
  • BA/BS Preferred
  • Start-up experience a plus

Compensation:

$32,000 - $48,000 base salary plus commissions (average commissions range from $5,000 - $10,000 per month)

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to salesjobs@avvo.com mentioning the position in the subject.

Website Support Specialist

Avvo is looking to grow its websites product team with the addition of an entry-level Support Specialist. The ideal candidate has a strong attention to detail and proficiency in communication with clients and colleagues. This position is responsible for working closely with Avvo’s Website Project Specialists, Account Managers, and technical teams in taking websites through the build and revision process and providing ongoing support to website clients. This is a great opportunity for candidates who are interested in a future in project management, website design, or technical support.

Responsibilities:

  • Respond to email and phone inquiries from clients, Account Managers, and other stakeholders
  • Troubleshoot and resolve client requests and issues
  • Follow existing processes for requesting design or development support to meet client needs
  • Encourage clients to move through the website development process

Qualifications:

  • Bachelor’s Degree
  • Minimum 1 year experience in a corporate or customer service setting
  • Experience dealing with difficult customers in a professional, patient manner
  • Ability to work independently, with good instincts about escalating and prioritizing issues
  • Strong attention to detail, problem solving skills, and written and verbal communication
  • Experience with Microsoft Office (Excel, Outlook, and Word) required
  • Familiarity with WordPress and Salesforce a plus

To apply for this job, either use the 'Apply' link below or email a resume and cover letter to jobs@avvo.com mentioning the position in the subject.