Director, Business Development - Discovery + Data Insights

Control-Risks; Washington (District of Columbia); Hybrid; USD 140,000 - 155,000; Full time

Benefits offered by this job

Hybrid working

Competitive compensation

Benefits package

Job summary

Control Risks seeks a senior sales and business development professional to grow the Discovery + Data Insights practice across the United States, collaborating with regional teams to drive revenue and margins.

Role focuses on developing new eDiscovery opportunities, managing relationships with law firms and corporate counsel, and leading campaigns to generate qualified opportunities. Hybrid work options and comprehensive benefits offered.

Qualifications

• Bachelor’s degree or equivalent relevant experience.
• 7+ years of sales, business development, marketing, or related experience in eDiscovery/legal tech.
• Understanding of eDiscovery buying ecosystem including law firms and in-house teams.
• Experience building pipeline through campaigns, events, and relationship-based BD.
• Experience selling managed services and recurring client programs.

Responsibilities

• Support achievement of practice revenue and trading profit through business development activities.
• Develop new business opportunities in the eDiscovery market, focusing on compliance and data analytics.
• Create top-of-funnel opportunities by mapping buyers and building stakeholder relationships.
• Contribute to targeted campaigns, events, and thought leadership that generate opportunities.
• Collaborate to create client-ready collateral, pitches, and market-facing content.
• Support sales processes for managed services and transactional matters; shape client needs and scope services.
• Utilize CRM and outreach tools to manage prospect activity and report progress.
• Test new channels and AI-enabled offerings to generate demand.

Skills

Sales experience

Business development

Marketing

CRM familiarity

Stakeholder management

Education

Bachelor’s degree

Tools

Relativity aiR

eDiscovery AI tools

Harvey

Claude AI

Gemini AI

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.