Director, Business Development

About the opportunity

A leading integrated legal-services provider that blends purpose-built technology, expert project management, and AI-driven analytics to simplify eDiscovery and contract analytics for corporate legal departments and Am Law 100 firms. Distinctive market position: integrated enough to deliver end-to-end, focused enough to give clients the responsiveness the large platform providers cannot. Backed by a larger national organization for stability, with the agility of a specialist.

Position overview

As Director, Business Development, you are a quota-carrying seller who builds new business across a defined territory or account segment, developing your consultative selling under the mentorship of senior sales leadership. A hunter-first seat for someone early-to-mid in their eDiscovery sales career, energized by prospecting, building relationships, and displacing legacy providers through value-based selling, with a clear growth path toward Senior Director as revenue targets are met.

What you'll do

• Relationship building — grow relationships with Legal Operations, Litigation Counsel, e-Discovery Counsel, and law-firm decision makers; be the responsive, knowledgeable point of contact.
• Consultative selling — apply insight-led techniques to educate buyers on eDiscovery trends, AI-assisted review, and legal-ops transformation.
• Territory & pipeline development — own an assigned territory/segment, prospect proactively, qualify, and keep a healthy, well-documented pipeline.
• Sales-cycle execution — run cycles from prospecting and discovery through proposal and close, with senior guidance on complex contracting and multi-stakeholder deals.
• Ecosystem & partner co-selling — partner with technology and channel partners to extend reach into new accounts.
• Revenue growth — hit and exceed quota with ROI-grounded business cases tailored to client priorities.
• Cross-functional collaboration — partner with Client Success, Client Services, Sales Ops, and Technical Ops for smooth handoffs.
• Curiosity & AI fluency — actively build command of how AI is reshaping eDiscovery, legal ops, and contract analytics.

What we're looking for (required)

• 3+ years quota-carrying, full-cycle sales in enterprise eDiscovery, legal services, or adjacent professional services (managed review, litigation support, legal-ops consulting) with a track record of meeting or approaching quota
• Consultative, insight-led selling aptitude; coachable on challenging client thinking
• Working familiarity with the corporate legal department + law-firm buyer ecosystem (Legal Ops, Litigation Counsel, e-Discovery Counsel)
• Awareness of the competitive landscape and its go-to-market approaches
• Methodical sales process with strong CRM / Salesforce hygiene
• Coachability, accountability, and integrity — genuinely wants feedback and development
• Bachelor's degree

Preferred

• Selling eDiscovery managed services, technology-assisted review (TAR/AI), or legal-analytics platforms
• Familiarity with Relativity, Nuix, DISCO, Everlaw, or comparable platforms
• Exposure to contract analytics, CLM, or legal-ops technology
• Exposure to RFP / procurement processes at law firms or corporate legal departments
• CEDS, ACEDS, or other relevant industry certifications
• Prior experience in a high-growth, mid-market professional-services environment