Director, Business Development - Discovery + Data Insights

Control Risks Group; Columbia (IL); Hybrid; USD 140,000 - 155,000; Full time

Benefits offered by this job

Medical Benefits

401(k) Retirement

Dental Benefits

Vision Benefits

Life and AD&D

Job summary

Control Risks Group is seeking a senior sales and business development leader to drive Discovery + Data Insights (D+DI) revenue. You will originate opportunities across litigation support, compliance, investigations, and data analytics, collaborating with regional teams to grow client programs.

Based in Chicago, San Francisco, New York, or Washington DC, the role blends strategic outreach with hands-on deal shaping, pricing input, and client storytelling.

Qualifications

• Bachelor’s degree preferred or equivalent experience.
• 7+ years in sales, business development, marketing, or commercial roles in eDiscovery, legal tech, investigations, or related services.
• Strong understanding of the eDiscovery buying ecosystem and stakeholders.
• Experience building pipeline via targeted outreach, events, campaigns and thought leadership.
• Experience selling managed services and recurring client programs.

Responsibilities

• Support revenue and profit targets for the D+DI practice.
• Develop new business opportunities in the eDiscovery market.
• Create top-of-funnel opportunities by targeting accounts and mapping buyers.
• Contribute to campaigns, events, and thought leadership to generate opportunities.
• Create client-focused collateral, pitches, case studies, and market content.
• Support sales processes for managed services, recurring programs and transactions.
• Leverage CRM, outreach tools, and campaign data to manage pipeline.
• Collaborate with marketing and practitioners to tailor materials.
• Test new market approaches and AI-enabled offerings.

Skills

Sales leadership

Business development

eDiscovery market knowledge

CRM & sales tools

Pricing & deal strategy

Relationship building

Education

Bachelor's degree preferred

Tools

Relativity aiR

eDiscovery AI solutions

Harvey

Claude

Gemini

Job description

This role may be based in San Francisco, Chicago, New York City, or Washington DC.

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.
• 7+ years of 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.
• All employees are expected to display behaviors reflective of our company values: Integrity and Ethics, Collaboration and Teamwork, Commitment to People and Professionalism and Excellence.

The base salary range for this position is $140,000-$155,000 per year. Exact compensation offered may vary depending on job-related knowledge, skills, and experience.

Control Risks is committed to a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status. 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.

Control Risksparticipatesin the E-Verify program to confirm employment authorization of all newly hired employees. The E-Verify process is completed during new hire onboarding and completion of the Form I-9, Employment Eligibility Verification, at the start of employment. E-Verify is not used as a tool to pre-screen candidates.For more information on E-Verify, please visit www.uscis.gov.

• Control Risks offers a competitively positioned compensation and benefits package that is transparent and summarized in the full job offer.
• Control Risks supports hybrid working arrangements, wherever possible, that emphasize the value of in‑person time together - in the office and with our clients - while continuing to support flexible and remote working.
• Medical Benefits, Prescription Benefits, FSA, Dental Benefits, Vision Benefits, Life and AD&D, Voluntary Life and AD&D, Disability Benefits, Voluntary Benefits, 401 (K) Retirement, Nationwide Pet Insurance, Employee Assistance Program.
• 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.