Director of Business Development

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. 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.

Responsibilities

• 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

Qualifications

• 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

Preferred Qualifications

• Experience selling into Am Law 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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