Business Development & Sales Manager

Farringford Legal Limited; Greater London; Hybrid; GBP 42,000 - 65,000; Part time

Job summary

Farringford Legal Limited is seeking a commercially driven Business Development & Sales Manager who can own and grow a strategic pipeline within a law firm context. The role requires regular travel to London and a flexible part-time pattern, working from home 2.5 days per week and coordinating with the founder/CEO and Head of Marketing.

You will drive outreach, qualification, and conversion, aligning with priority practice areas, while collaborating to expand relationships with clients and

Qualifications

• Experience in a law firm, fee-earning or BD role.
• Qualified lawyer preferred.
• Proven ability to build relationships and generate opportunities.
• Experience managing pipelines and using CRM systems.
• Commercial awareness to assess opportunity quality.

Responsibilities

• Lead targeted outbound BD campaigns via LinkedIn, email, and introductions.
• Generate qualified meetings aligned to firm priorities.
• Manage sales pipeline in HubSpot and maintain data integrity.
• Prepare directors for meetings and drive post-meeting follow-up.
• Identify cross-selling opportunities and expand client relationships.
• Collaborate with marketing on campaigns and events.

Skills

Law firm BD

HubSpot CRM

Relationship building

Pipeline management

Commercial awareness

Outbound campaigns

Event coordination

Tools

HubSpot

Job description

Job Title: Business Development & Sales Manager
Location: WFH, need to travel to London regularly
Working Pattern: Part-time (2.5 days per week, including occasional evening events)

Role Overview

We are seeking a commercially driven Business Development & Sales Manager with law firm experience (ideally a qualified lawyer) to build and manage a structured, repeatable pipeline of work across the firm, which directly drives revenue growth across priority areas

This is not a traditional legal BD support role. You will share ownership of pipeline generation, outreach, and opportunity progression with our founder/CEO. You will work closely with the Head of Marketing, who leads brand, positioning, and demand generation.

Working as a team with the founder you will act as the bridge between legal expertise and commercial opportunity, translating client needs, qualifying work, and ensuring our directors are engaged at the highest-value stage of the sales process.

Key Responsibilities

• Execute targeted outbound BD campaigns (LinkedIn, email, introductions)
• Generate a consistent flow of qualified meetings aligned to firm priorities
• Use insight-led, commercially relevant messaging (not generic legal outreach)
• Build relationships with prospects, clients, and referrers
• Own and manage the sales pipeline within HubSpot
• Track all activity, opportunities, and relationship development in HubSpot, ensuring it is the single point of truth for all live opportunities (deal value, expected close date, conversation progress etc)
• Maintain clear visibility on deal stages and next actions
• Ensure consistent and disciplined CRM usage by all users
• Attend a weekly meeting with the Founder to discuss opportunities and to update HubSpot with founder deals
• Monitor ongoing ‘client’ inbox and transfer data to HubSpot
• Opportunity Qualification & Conversion
• For your new contacts, you will qualify leads before director involvement (including assessing legal fit and commercial viability)
• Prepare directors for meetings (briefings, objectives, background)
• Attend key meetings where appropriate
• Drive post-meeting follow-up and momentum
• Coordinate and support proposal development through our proprietary BD process technology
• Actively manage opportunities through to conversion
• Client Growth & Account Development
• Support structured client review processes
• Identify cross-selling and upselling opportunities across practice areas
• Work with team to expand existing client relationships
• Maintain ongoing contact with key clients where appropriate
• Referral & Relationship Programme
• Working with marketing build and manage a structured referrer network (e.g. accountants, consultants)
• Maintain a consistent contact cadence with key referrers
• Track referral activity and identify high-value relationships
• Proactively identify opportunities to deepen relationships
• FL-owned Event Execution & Follow-Up
• Work with Marketing on targeted FL-owned events and those created in partnership with referrers (e.g. roundtables/webinars etc)
• Working with CEO and Marketing, identify and prioritise attendees
• Attend FL owned events and lead relationship Follow-up personal contacts from events to convert attendees into opportunities.
• Follow up personally with any attendees showing engagement with post-event marketing activities
• Non-FL Owned Event Execution & Follow-Up
• Identify and deputise for CEO at non-owned events in the SME and Legal sectors
• Follow-up with new prospects in a timely manner, ensuring contacts are incorporated into CRM
• Collaboration with Marketing
• Work closely with the Head of Marketing on campaign priorities and focus areas
• Provide real-time market feedback to refine messaging and targeting
• Use marketing content and campaigns to support BD activity
• Ensure alignment between outbound BD and broader marketing strategy

What You Will Not Be Responsible For

• Writing marketing content or managing social media channels
• Designing campaigns or brand strategy
• General administrative support for partners

(These sit within the Marketing function)

Key Metrics (Success Measures)

TBC

Skills & Experience

• Experience working within a law firm (fee-earning or BD role)
• Strong understanding of legal services and client needs
• Proven ability to build relationships and generate opportunities
• Experience managing pipelines and using CRM systems (ideally HubSpot)
• Commercial awareness and ability to assess the quality of an opportunity

Highly Desirable:

• Qualified lawyer (current or former)
• Experience transitioning from fee-earning into BD/sales
• Experience in a growth-focused or entrepreneurial firm

Personal Attributes

• Commercially minded with strong legal intuition
• Credible with directors, consultants and senior clients
• Proactive, structured, and process-driven
• Persistent and resilient in outreach
• Able to translate legal expertise into client-relevant conversations

Why This Role Is Different

• Clear ownership of pipeline and revenue generation
• Strong marketing function already in place, no need to “do everything”
• High level of autonomy and direct impact on firm growth

Cover letters are really important to us, so please make sure you provide one, so we can get to know you better.