Director, Business Development - Discovery and Data Insights

Control Risks; Greater London; Hybrid; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Discretionary global bonus

Hybrid work arrangements

Job summary

Control Risks seeks a Director to grow revenue for the D+DI practice by developing new business opportunities in the eDiscovery market and related services. You will build pipeline, create top-of-funnel opportunities, and support campaigns across law firms, corporate legal, and investigations teams.

You will collaborate with D+DI leaders, Compliance/Investigations, marketing, and client teams to tailor collateral and events, driving growth with innovative, AI-enabled approaches.

Qualifications

• Bachelor’s degree preferred, or equivalent relevant experience.
• Significant experience in 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.

Responsibilities

• Support achievement of annual D+DI practice revenue through individual business development activity and collaboration with regional teams.
• Develop new business opportunities in eDiscovery, with focus on compliance, investigations, data analytics, managed services, and transactional work.
• Create top-of-funnel opportunities by mapping buyers and prioritizing prospects across legal and compliance stakeholders.
• Contribute to campaigns, events, webinars, roundtables, social media, and thought leadership to generate qualified opportunities.
• Support sales processes for managed services and transactional matters by shaping client needs and coordinating practitioner involvement.
• Leverage CRM and analytics to manage prospect activity and report progress.
• Test new channels and AI-enabled approaches to generate demand.

Skills

Business development

Strategic selling

CRM tools

eDiscovery knowledge

Stakeholder management

Communication skills

Education

Bachelor's degree preferred

Tools

Relativity aiR

eDiscovery AI tools

Harvey

Claude

Gemini

Job description

The Director will support revenue and profit growth for the Discovery + Data Insights (D+DI) practice by developing new business opportunities in the eDiscovery market, while also helping identify opportunities across digital forensics, compliance, investigations, and data analytics. This role will focus on building pipeline, creating top-of-funnel opportunities, supporting sales campaigns, and helping practitioners and practice leaders convert market activity into qualified opportunities. 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.

Tasks and 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

• Bachelor’s degree preferred, or equivalent relevant experience.
• Significant experience in 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.

• Control Risks offers a competitively positioned compensation and benefits package that is transparent and summarised in the full job offer.
• We operate a discretionary global bonus scheme that incentivises, and rewards individuals based on company and individual performance.
• Control Risks supports hybrid working arrangements, wherever possible, that emphasise the value of in-person time together - in the office and with our clients - while continuing to support flexible and remote working.
• As an equal opportunities employer, we encourage suitably qualified applicants from a wide range of backgrounds to apply and join us and are fully committed to equal treatment, free from discrimination, of all candidates throughout our recruitment process.

If you require any reasonable adjustments to be made in order to participate fully in the interview process, please let us know and we will be happy to accommodate your needs.