Strategic Business Development Lead

Our client is a leading global provider of legal, regulatory and business information and analytics that help customers increase productivity, improve decision-making and outcomes, and advance the rule of law around the world.

They help lawyers win cases, manage their work more efficiently, serve their clients better and grow their practices. They assist corporations in better understanding their markets, monitoring their brands and competition, and in mitigating business risk. They collaborate with universities to educate students, and support nation-building with governments and courts by making laws accessible and strengthening legal infrastructures. They partner with leading global associations and customers to collect evidence against war criminals and provide tools to combat human trafficking.

Responsibilities:

• Partner with Account Executives / Strategic Account Managers to research prospects, shape pursuit strategies, and drive opportunities from qualification through close (new business and expansion), including positioning, objection handling, driving stakeholder alignment.
• Engage managing partners, practice chairs, firm leadership, and senior in-house counsel to understand priorities and position us as a trusted partner in legal AI and workflow transformation.
• Lead senior-level discovery and structured workflow analysis to diagnose challenges, map decision makers / champions, and identify value levers, inefficiencies, and measurable ROI opportunities.
• Translate legal workflows into clear, commercially compelling use cases and solution strategies, aligned to practice areas and client strategic objectives.
• Design and deliver tailored, insight-led demonstrations and high-impact presentations that connect workflow insight, product capability, and commercial outcomes across 1:1, small group, and large group settings.
• Develop bespoke proof-of-concept engagements to validate value and build confidence; serve as the Voice of the Customer by partnering with product/engineering/marketing/strategy, informed by customer/competitor/market research, and represent us at industry events and executive briefings.

Requirements:

• For US-based employee, have a JD
• For UK-based coverage, be a Qualified Solicitor (England & Wales) with 3+ years PQE • 3+ years of experience in leading law firm (Top 50) or in-house experience in large corporation
• Background in corporate, finance, disputes/litigation, or other complex practice areas with demonstrable client-facing experience (preferred).
• Have experience establishing credibility with partners, firm leadership, and senior in house counsel through strong executive presence, legal expertise, and AI fluency.
• Deliver persuasive, insight-led presentations and demonstrations that engage both legal and business stakeholders (including impromptu whiteboard-style and formal presentations/demos).
• Demonstrate a deep understanding of legal workflows, legal service delivery models, and emerging legal technology trends - able to translate this into tailored, workflow-specific value narratives.
• Demonstrate curiosity, intellectual enthusiasm, and conviction about how AI and legal technology can transform legal workflows and client delivery.
• Operate effectively in a target-driven, revenue-accountable role with a clear commercial mindset (pipeline/revenue ownership).
• Collaborate effectively across teams (sales, marketing, product, client success) to deliver unified client engagement strategies. Sales or customer-facing experience (including law firm business development, secondment, or experience directly managing law firm client matters/relationships) is a plus.
• Partner with Account Executives / Strategic Account Managers to research prospects, shape pursuit strategies, and drive opportunities from qualification through close (new business and expansion), including positioning, objection handling, driving stakeholder alignment.
• Engage managing partners, practice chairs, firm leadership, and senior in-house counsel to understand priorities and position us as a trusted partner in legal AI and workflow transformation.
• Lead senior-level discovery and structured workflow analysis to diagnose challenges, map decision makers / champions, and identify value levers, inefficiencies, and measurable ROI opportunities.
• Translate legal workflows into clear, commercially compelling use cases and solution strategies, aligned to practice areas and client strategic objectives.
• Design and deliver tailored, insight-led demonstrations and high-impact presentations that connect workflow insight, product capability, and commercial outcomes across 1:1, small group, and large group settings.
• Develop bespoke proof-of-concept engagements to validate value and build confidence; serve as the Voice of the Customer by partnering with product/engineering/marketing/strategy, informed by customer/competitor/market research, and represent us at industry events and executive briefings.