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 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.

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 ServiceNow (reseller)
• Collaborate with sales engineering, delivery, and leadership teams to shape and close complex opportunities
• Maintain accurate pipeline management and forecasting within HubSpot
• 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