Business Development Manager (New Business)

Legal 500; Greater London; On-site; GBP 48,000 - 75,000; Full time

Job summary

Legal 500 is seeking a Business Development Manager to own the full sales cycle across APAC, EMEA and the UK. You will prospect, pitch, negotiate and close subscription-based products for law firms of all sizes.

You will engage partners, senior lawyers, CMOs and marketing directors, building a strong pipeline and meeting revenue targets through calls, meetings and demos.

Qualifications

• 3+ years of business development or new business sales experience.
• Proven track record of meeting revenue targets.
• Experience selling subscription, information or membership products to professional services firms.
• Confidence engaging senior decision makers, including partners and C-suite.
• Excellent communication and presentation skills.
• Resilience, drive and a proactive approach to picking up the phone.

Responsibilities

• Identify and target prospective law firm clients across the UK, APAC and EMEA.
• Build and maintain a strong pipeline through calls, email, LinkedIn and face-to-face meetings.
• Run compelling presentations and product demonstrations to senior decision makers.
• Understand each firm's goals and align our subscription solutions to them.
• Negotiate commercial terms and close deals to meet and exceed revenue targets.
• Keep accurate CRM records and forecast your pipeline.
• Share market intelligence with marketing, product and leadership, and work closely with customer success on handover.

Skills

Business development

New business sales

Prospecting

Closing deals

CRM

Presentation skills

Communication

Resilience

Tools

Salesforce

HubSpot

Dynamics

Job description

About Legal 500

Legal 500 is a global legal market research, data and intelligence business. Our research helps corporate clients make informed decisions about legal representation and gives law firms insight into their market position, performance, and clients.

Beyond research, we’re building a growing data, benchmarking, market-intelligence and subscription service offering. We bring the legal market together through a global programme of events - awards ceremonies, conferences and roundtables that convene leading law firms, in-house teams and their advisers. And through Legal Business, our journalistic title, we deliver independent news, analysis and commentary on the business of law and the strategy, performance and leadership of the world’s leading law firms.

We are a growing, multi-site organisation, with colleagues working across research, data, technology, product, journalism, commercial and events in London, Leeds and Bristol.

Our Rest of World New Business team launched in September and has been so successful that we are growing it. We are now looking for a Business Development Manager who loves winning new business and wants to build a pipeline across APAC, EMEA and the UK.

The role

You will own the full sales cycle, from prospecting and qualification through to negotiation and contract signature, selling subscription products on the Legal 500 platform to law firms of every size. Many of your leads will be warm, because firms already engage with our research process, but this is a hunter role: you will be on the phone, booking meetings, pitching and closing. You will speak with partners, senior lawyers, CMOs and marketing directors at some of the world's leading law firms, adapting your style to each market and audience.

The territory rotates through the year, giving you exposure to APAC, EMEA and the UK.

What you will do

• Identify and target prospective law firm clients across the UK, APAC and EMEA.
• Build and maintain a strong pipeline through calls, email, LinkedIn and face-to-face meetings.
• Run compelling presentations and product demonstrations to senior decision makers.
• Understand each firm's goals and align our subscription solutions to them.
• Negotiate commercial terms and close deals to meet and exceed revenue targets.
• Keep accurate CRM records and forecast your pipeline.
• Share market intelligence with marketing, product and leadership, and work closely with customer success on handover.

What you will bring

• At least 3 years of business development or new business sales experience, owning the full cycle from prospecting to close.
• A track record of achieving or exceeding revenue targets.
• Experience selling subscription, information, media, research or membership products, or other B2B sales to professional services firms.
• Confidence engaging senior decision makers, including partners and C-suite.
• Excellent communication and presentation skills.
• Resilience, drive and a proactive approach to picking up the phone.

Nice to have

• Experience selling into law firms or other professional services.
• A second language at business level.
• Experience with Salesforce, HubSpot or Dynamics.