Description
This role supports revenue and profit growth for the Discovery + Data Insights (D+DI) practice by developing new business opportunities in the eDiscovery market, while also identifying opportunities across digital forensics, compliance, investigations, and data analytics.
The Director will work closely with D+DI and Compliance/Investigations leadership, marketing, and client-facing teams to develop targeted campaigns, bespoke collateral, event strategies, social media activity, and technology-led approaches that support growth across law firm, corporate legal, compliance, investigations, and legal operations buyers.
Responsibilities:
- Support achievement of annual Discovery + Data Insights (D+DI) practice revenue and trading profit through individual business development activity, sales origination, and collaboration with D+DI and Compliance/Investigations regional teams.
- Develop new business opportunities in the eDiscovery market, with additional focus on compliance, investigations, data analytics, managed services, and transactional case work.
- Create top-of-funnel opportunities by identifying target accounts, mapping buyers, prioritizing prospects, supporting outreach, and building relationships with litigation support teams, law firm partners, counsel, associates, in-house legal, legal operations, compliance, and investigations stakeholders.
- Contribute to the development and execution of targeted campaigns, events, webinars, roundtables, social media activity, thought leadership, and other marketing-led initiatives that generate qualified sales opportunities.
- Partner with marketing, practitioners, and practice leaders to create bespoke collateral, pitch materials, client messaging, case studies, and market-facing content tailored to specific buyers, services, industries, and matters.
- Support sales processes for managed services, recurring client programs, and transactional matters by helping shape client needs, scope services, develop commercial approaches, and coordinate practitioner involvement.
- Leverage CRM, outreach technology, event data, and campaign tracking to manage prospect activity, monitor pipeline development, identify conversion opportunities, and report on business development progress.
- Bring an entrepreneurial and innovative approach to the market by testing new channels, messaging, partnerships, event formats, AI-enabled offerings, and other differentiated approaches to generating demand.
Requirements:
- Bachelor’s degree preferred, or equivalent relevant experience.
- 7+ years of sales, business development, marketing, or commercial experience in eDiscovery, legal technology, litigation support, compliance, investigations, data analytics, or related professional services.
- Demonstrated understanding of the eDiscovery buying ecosystem, including law firm litigation support, partners, counsel, associates, in-house legal, legal operations, compliance, and investigations stakeholders.
- Experience developing pipeline through targeted outreach, referral-building, campaigns, events, social media, thought leadership, and relationship-based business development.
- Experience selling or supporting sales of managed services, recurring client programs, and transactional matters.
- Strong commercial judgment, including experience supporting pricing, scoping, fee models, margin analysis, and deal strategy.
- Familiarity with CRM systems, sales outreach tools, campaign tracking, and related business development technology.
- Working knowledge of eDiscovery platforms, analytics, AI-assisted review, legal AI, and emerging AI solutions, including tools such as Relativity aiR, eDiscovery AI solutions, Harvey, Claude, Gemini, or similar technologies.
- Ability to work collaboratively with practitioners, marketing, and leadership to develop bespoke collateral, sales materials, campaign concepts, client pitches, and event strategies.
- Entrepreneurial, creative, and proactive approach to identifying new opportunities, testing innovative market approaches, and translating technical services into clear commercial value propositions.
- Strong written and verbal communication skills.
Benefits:
- Control Risks offers a competitively positioned compensation and benefits package that is transparent and summarized in the full job offer.
- Control Risks supports hybrid working arrangements, wherever possible, that emphasize the value of in-person time together - in the office and with our clients - while continuing to support flexible and remote working.
- Medical Benefits, Prescription Benefits, FSA, Dental Benefits, Vision Benefits, Life and AD&D, Voluntary Life and AD&D, Disability Benefits, Voluntary Benefits, 401 (K) Retirement, Nationwide Pet Insurance, Employee Assistance Program.