Director of Client Development

If you have spent your career understanding that the real art of sales is influence – aligning smart people around opportunity, creating momentum, operationalizing sales processes, and helping experts commercialize what they do best – keep reading. Because this role is for you.

If you have spent your career understanding that the real art of sales is influence – aligning smart people around opportunity, creating momentum, operationalizing sales processes, and helping experts commercialize what they do best – keep reading. Because this role is for you.

Oliva Gibbs has made a deliberate, multi-year investment in building a business development infrastructure: a dedicated Client Development Manager (CDM) team, CRM, target account plans, and a defined MQL-to-Partner sales process. The Director of Client Development is the leader who takes that foundation and makes it perform at its full potential.

This is an operational leader role with genuine authority coupled with the ability to generate a sales pipeline. You will own pipeline management, CDM performance, and attorney BD engagement collaboration. You will have direct access to firm leadership, a clear mandate, and the opportunity to create something that has a measurable impact on the firm's growth trajectory.

• Define and drive sales pipeline requirements to hit and/or exceed annual growth targets
• Own Hub Spot as the firm's revenue operating system - every active opportunity staged, tracked, and reported
• Drive consistent CRM adoption and build the reporting cadence leadership relies on
• Establish win/loss tracking across all CDMs and practice areas
• Build dashboards that give leadership, the sales team, and marketing a shared view of pipeline health

• Set clear activity expectations for each Client Development Manager and build a coaching cadence that raises individual performance
• Own the CDM accountability framework including regular pipeline reviews, documented performance plans, and escalation pathways
• Define and enforce Sales Qualified Lead qualification standards to protect attorney time and improve handoff quality
• Track and report CDM performance metrics to firm leadership on a consistent cadence

• Build a structured BD participation framework that Partners can adopt and sustain
• Ensure Partners have documented BD plans and are meeting regularly with you and the CDMs
• Coach Partners on pipeline discipline, target account strategy, and consistent follow-through
• Develop trust through results - this role earns authority by making Partners more successful, not by directing them

• Partner with the Director of Marketing on activity KPIs to foster a shared pipeline accountability structure and alignment on marketing events and priorities
• Ensure the CDM-to-Partner handoff is consistently clean and qualified across all practice areas and basins
• Contribute to and help maintain the OG Sales Enablement Playbook

• Pipeline defined and fully visible and consistently maintained in Hub Spot
• BD accountability framework operational firm-wide
• Sales Qualified Lead qualification standards defined and enforced
• Partners on active, documented BD plans
• SQLs and Close/Won KPIs meet or exceed targets

You understand that professional services sales is fundamentally different from product or B2C sales.

You know how to create influence without authority. You know how to drive accountability. You know how to help experts sell without making them feel “salesy”. You have a proven track record of operationalizing sales.

• Subject matter experts…