Director, Business Development - Discovery and Data Insights

Control Risks Group Holdings Ltd; United States; Hybrid; USD 150,000 - 230,000; Full time

Job summary

Control Risks Group Holdings Ltd is seeking a Director to drive revenue growth for the Discovery + Data Insights practice, focusing on new business in eDiscovery and related services. The role emphasizes building pipelines, top-funnel opportunities, and cross-functional collaboration with sales, marketing, and client teams.

The successful candidate will develop targeted campaigns, bespoke collateral, and event strategies while translating complex services into clear commercial value for law

Qualifications

• Bachelor's degree preferred, or equivalent relevant experience.
• Significant experience in sales, business development, marketing, or commercial roles in eDiscovery, legal tech, or related services.
• Understanding of the eDiscovery buying ecosystem including law firms, in-house teams, and compliance stakeholders.
• Experience building pipeline through outreach, campaigns, events, and thought leadership.
• Experience selling managed services, recurring client programs, and transactional matters.
• Strong commercial judgment including pricing, scoping, and deal strategy.
• Familiarity with CRM, outreach tools, and campaign tracking.
• Working knowledge of AI-enabled eDiscovery solutions and related tools.
• Ability to collaborate with marketing, practitioners, and leadership to develop collateral and client pitches.
• Entrepreneurial, proactive approach to generating demand and translating services into value.

Responsibilities

• Develop new business opportunities in the eDiscovery market and related areas.
• Create top-of-funnel opportunities, map buyers, and build relationships with stakeholders.
• Support campaigns, events, webinars, and social media to generate qualified opportunities.
• Collaborate on bespoke collateral, client messaging, and market-facing content.
• Support sales processes for managed services and recurring programs.
• Leverage CRM and analytics to monitor pipeline and convert activity into opportunities.
• Test new channels and AI-enabled offerings to differentiate the market.

Skills

Sales & BD

Marketing

CRM tools

AI in eDiscovery

Communication

Proposal development

Partnerships

Thought leadership

Business storytelling

Data analytics

Education

Bachelor's degree

Equivalent experience

Tools

CRM systems

Campaign tracking tools

eDiscovery platforms (Relativity aiR, 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, 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.
• 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.