Director, Business Development - Discovery + Data Insights

Control Risks; San Francisco (CA); Hybrid; USD 140,000 - 155,000; Full time

Benefits offered by this job

Hybrid working arrangements

Medical & benefits package

401(k) Retirement plan

Diverse & inclusive culture

Job summary

Control Risks is seeking a Director to drive revenue growth in the Discovery + Data Insights practice. The role focuses on initiating new business in the eDiscovery market, expanding into compliance, investigations, and data analytics, and shaping campaigns and collateral for target buyers in law firms, corporate legal, and investigations teams.

The position requires 7+ years in sales or business development within eDiscovery or related services, with strong stakeholder management and

Qualifications

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

Responsibilities

• Support revenue and profit growth for D+DI by developing new business opportunities.
• Identify and create top-of-funnel opportunities; map buyers and prospects.
• Coordinate outreach with marketing, practice leaders, and client teams to build campaigns and collateral.
• Support sales processes for managed services and recurring matters; define scope and commercial approaches.
• Leverage CRM and outreach tools to track prospects, pipeline, and conversions.
• Partner with leadership to create client pitches, event concepts, and market-facing content.
• Test new market approaches and AI-enabled offerings to generate demand.
• Communicate effectively with law firms, corporate legal, and investigations stakeholders.

Skills

Business development

Sales strategy

Relationship building

Negotiation

Communication

Market analysis

Leadership

Education

Bachelor’s degree

Tools

CRM software

Relativity aiR

eDiscovery AI tools

Harvey

Claude

Job description

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

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.
• 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 Risks participates in 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.