Business Development Manager (Small Law)

RELX; St Leonards; Hybrid; AUD 90,000 - 135,000; Full time

Benefits offered by this job

High-growth team

Lexis+ AI and Protégé tools

Hybrid work arrangement

Wellbeing initiatives

Learning and development resources

Flexible work options

Global company benefits

Discounted Health plan

Income protection

Job summary

LexisNexis Legal & Professional is seeking a Business Development Manager to drive new business within the Small Law segment across Australia. You will own the full sales cycle, from discovery to close, introducing Lexis+ AI with Protégé and Create+ to sole practitioners and small firms up to ~10 fee earners.

Based in Sydney, Melbourne or Brisbane with hybrid work, you’ll build relationships with principals and practice managers, articulate ROI, and collaborate with Marketing and Customer

Qualifications

• Proven business development or sales experience in B2B, professional services, or tech-enabled environments.
• Strong ability to build trusted relationships with small business owners and senior decision-makers.
• Ability to articulate ROI and use a consultative, value-led sales approach.

Responsibilities

• Drive new customer acquisition in the Small Law segment through proactive outbound activity.
• Conduct discovery conversations with principals and practice managers to understand firm structure and pain points.
• Position and sell LexisNexis solutions using a consultative, ROI-focused approach.
• Own and manage end-to-end sales cycle, achieving monthly targets.
• Build trusted relationships with decision-makers across the territory.
• Maintain accurate CRM records covering activity, pipeline, forecasting and progression.
• Collaborate with Marketing, Customer Success and Inside Sales to maximise lead flow and conversion.

Skills

Sales experience

Relationship-building

Consultative selling

Pipeline management

B2B

Job description

Business Development Manager - Small Law

Drive growth. Empower small law firms. Shape the future of legal practice.

About The Company

At LexisNexis, we’re not just evolving legal research — we’re redefining how law is practised. Our AI-powered platforms, including Lexis+ AI with Protégé, are transforming how lawyers research, draft, and deliver advice with confidence and efficiency.

We are entering an exciting growth phase and are looking for an ambitious Business Development Manager to help bring this transformation to small and boutique law firms across Australia.

If you thrive on new business development, enjoy building strong relationships with sole practitioners and small firm partners, and want to sell solutions that genuinely change the way lawyers work — this is your opportunity to make a real impact.

About Our Team

LexisNexis serves over 5 million professionals across 100+ countries, delivering world-class legal content and technology. Our Small Law team is dedicated to helping firms of all sizes compete and grow by providing accessible, powerful tools that simplify legal research, drafting, and day-to-day workflows.

We are a collaborative, high-performing, and purpose-driven team. We care deeply about our customers and their success, and our work directly supports access to justice and the Rule of Law by enabling small firms to operate at their best in a rapidly changing legal environment.

About The Role

As a Business Development Manager – Small Law, you will be responsible for driving new business acquisition across the Small Law market, including sole practitioners and firms with up to ~10 fee earners. You will manage the full sales cycle — from prospecting and discovery through to solution design and close — introducing law firms to Lexis+ AI with Protégé, Create+, and other core LexisNexis solutions that help them work smarter, faster, and more profitably.

This is a permanent full-time role, based in Sydney, Melbourne or Brisbane, with a combination of home and office-based working to support flexible work-life balance.

Responsibilities

• Drive new customer acquisition and market penetration within the Small Law segment through proactive outbound activity (calls, email outreach, virtual and in-person visits).
• Conduct insightful discovery conversations with principals and practice managers to understand firm structure, client mix, and workflow pain points.
• Position and sell tailored LexisNexis solutions using a consultative, value-led sales approach.
• Own and manage the end-to-end sales cycle, consistently achieving monthly billing and activity targets.
• Build trusted relationships with decision-makers across your territory.
• Maintain accurate CRM records covering activity, pipeline, forecasting, and opportunity progression.
• Collaborate closely with Marketing, Customer Success, and Inside Sales to maximise lead flow and conversion.

Requirements

• Proven business development or sales experience, ideally within B2B, professional services, legal, or legaltech environments.
• Demonstrated success closing deals typically valued up to $50K, with shorter sales cycles.
• Strong relationship-building skills, particularly with small business owners and senior decision-makers.
• A consultative, solution-oriented selling style with the ability to clearly articulate ROI.
• Highly motivated, self-directed, and comfortable managing your own pipeline and territory.
• Excellent communication and presentation skills, both virtual and face-to-face.

Work in a way that works for you

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

Benefits

• Be part of a high-growth, innovation-focused team.
• Lead conversations about AI in law with tools like Lexis+ AI with Protégé
• Work with an inclusive global company that values flexibility, wellbeing, and career development.
• Discounted Health plan rate and Optical Assistance
• Life assurance and income protection
• Flexible working arrangements
• Benefits for you and your family
• Access to learning and development resources
• Electric Vehicle Novated Leasing

About The Business

LexisNexis Legal & Professional® provides legal, regulatory, and business information and analytics that help customers increase their productivity, improve decision‑making, achieve better outcomes, and advance the rule of law around the world. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis® and Nexis® services.