Director of Business Development
Listed on 2026-01-10
-
IT/Tech
IT / Software Sales
Summary
The Director of Business Development will be responsible for driving net-new revenue growth for the company’s IT Outsourcing, Managed Services, and IT Consulting offerings, with a primary focus on selling into law firms
. Reporting directly to the EVP of Business Development, this role is a hunter-style, individual contributor position responsible exclusively for new logo acquisition
.
This role requires a strong understanding of the legal technology landscape and proven experience selling complex IT and technology solutions to mid-sized and large law firms (Am Law 200 / 500). The Director will lead the full sales cycle—from origination through close—then transition won accounts to an Account Manager for ongoing management.
This is a highly strategic role emphasizing pipeline generation, executive-level relationships, and closing multimillion-dollar technology deals
, rather than transactional selling.
- Own and execute net-new business development strategy for IT Outsourcing, Managed Services, and IT Consulting within the legal industry
- Act as a hunter focused exclusively on new logo acquisition
; no account management responsibilities post-close - Develop and pursue a dedicated target list of approximately 100 law firm accounts across the U.S.
- Lead the end-to-end sales process
, including prospecting, discovery, solution positioning, negotiation, and close - Build trusted relationships with law firm executives, CIOs, CTOs, COOs, and IT leadership
- Demonstrate a strong understanding of law firm operations, legal technology ecosystems, and buying cycles
- Position a broad portfolio of services, including IT outsourcing, managed services, consulting, and platforms such as Service Now (reseller)
- Collaborate with sales engineering, delivery, and leadership teams to shape and close complex opportunities
- Maintain accurate pipeline management and forecasting within Hub Spot
- Represent the company in executive meetings, client presentations, and industry events
- Travel approximately once per month for key opportunities and client meetings
- 8+ years of business development or sales experience selling IT services, managed services, or technology solutions
- Direct experience selling to law firms
, with a strong understanding of the legal industry and its technology needs - Proven success closing large, complex, multimillion-dollar deals
- Experience leading net-new logo acquisition and building pipeline from scratch
- Strong executive presence with the ability to influence senior decision-makers
- Comfortable operating independently while collaborating cross-functionally
- Demonstrated ability to manage a disciplined sales process and consistently hit revenue targets
- Experience selling into Am Law 200 / Am Law 500 firms
- Familiarity with legal and professional services technology providers
- Background in a private equity–backed or high-growth professional services environment
- Experience contributing to go-to-market strategy, territory planning, or market expansion
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