Director, Client Development & Revenue Growth

Oliva Gibbs LLP; Houston (TX); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Healthcare (medical, dental, vision)

401K with match

Progressive PTO policy

Job summary

Oliva Gibbs LLP is seeking a Director of Client Development to build and lead a revenue function within a complex B2B professional services environment. You will own pipeline infrastructure, CDM performance, and attorney BD engagement to drive growth.

You will earn trust with senior professionals as you operationalize BD, align with marketing, and establish measurable KPIs across practice areas and basins. This role emphasizes influence over authority in a collaborative law firm setting.

Qualifications

• 7+ years in a sales leadership, business development management, or revenue operations role.
• Demonstrated experience in professional services - law, engineering, consulting, or financial advisory
• Proven track record building pipeline discipline and CRM adoption alongside practitioners who are new to sales accountability
• Experience managing and coaching a Client Development Manager team against quantitative KPIs
• Strong CRM proficiency - you build pipelines, reports, and dashboards without needing IT or administrative support
• Demonstrated ability to earn trust and credibility with senior professionals and subject matter experts

Responsibilities

• Define and drive pipeline requirements to hit and exceed targets.
• Own HubSpot as the revenue operating system with active opportunities tracked.
• Drive CRM adoption and reporting cadence for leadership.
• Establish win/loss tracking across CDMs and practice areas.
• Build dashboards for leadership, sales, and marketing views of pipeline health.
• Set activity expectations and coaching cadence for CDMs.
• Own the CDM accountability framework including pipeline reviews and performance plans.
• Define and enforce Sales Qualified Lead standards to protect attorney time.
• Track and report CDM metrics to firm leadership on a regular cadence.
• Create a structured BD participation framework for Partners to adopt and sustain.
• Ensure Partners have documented BD plans and regular meetings with you and the CDMs.
• Coach Partners on pipeline discipline and account strategy.
• Develop trust by making Partners more successful, not by directing them.
• Partner with Marketing on KPI activity to align on pipeline and events.
• Ensure clean CDM-to-Partner handoffs across practice areas.
• Contribute to the OG Sales Enablement Playbook.
• Pipeline visible and maintained in HubSpot; BD accountability firm-wide.
• SQLs and Close/Won KPIs meet or exceed targets.

Skills

Sales leadership

Professional services

Pipeline discipline

CDM coaching

CRM proficiency

Trust with senior pros

Tools

HubSpot

Job description

Oliva Gibbs LLP is seeking a Director of Client Development to build and lead a revenue function within a complex B2B professional services environment. You will own pipeline infrastructure, CDM performance, and attorney BD engagement to drive growth.

You will earn trust with senior professionals as you operationalize BD, align with marketing, and establish measurable KPIs across practice areas and basins. This role emphasizes influence over authority in a collaborative law firm setting.