Senior Business Development Manager

Wolf Greenfield; Boston (MA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health insurance

401(k) with employer match

Paid time off

Job summary

Wolf Greenfield is seeking a Senior Business Development Manager of IP Litigation to drive client development, market intelligence, and cross-selling strategy across the firm. You will translate market insights into concrete pursuit plans and partner with firm management, reporting to the Chief Marketing and Business Development Officer.

The role emphasizes identifying and pursuing revenue opportunities, building a living pipeline, and delivering attorney-ready briefs for senior leadership.

Qualifications

• Bachelor's degree required; advanced degree in business, marketing, or related field preferred.
• 5–8 years of progressive experience in business development, market intelligence, or strategic planning within AmLaw 100 or comparable professional services; IP or litigation experience preferred.
• Experience using litigation/IP analytics platforms (Lex Machina, Docket Navigator, Patexia, IP Pilot, or similar) to identify opportunities.
• Track record of building account-based growth or cross-selling programs with measurable pipeline or revenue outcomes.
• Strong quantitative and analytical skills; ability to translate data into actionable recommendations for senior stakeholders.
• Excellent written and verbal communication skills; ability to present analysis to executive committees.
• CRM proficiency (HubSpot or comparable) and general technical fluency.
• Ability to work independently, manage a broad portfolio, and drive initiatives with minimal supervision.
• Strong proficiency with Microsoft Office programs.

Responsibilities

• Identify and prioritize new client targets using external data sources and internal relationship data to maintain a live pipeline of opportunities.
• Develop account-based growth plans for top clients and build cross-selling pursuit plans with named attorney owners.
• Conduct competitive intelligence to inform go-to-market strategy and identify broader growth opportunities.
• Analyze litigation and prosecution trends to surface opportunities and prepare attorney-ready briefings with recommended actions.
• Own structured reporting on pipeline activity, win/loss ratios, and cross-sell conversion for leadership review.
• Lead development of litigation pitches and RFPs; conduct quick-turn research on opposing pitches and rival firms.
• Track industry trends (e.g., semiconductor litigation, PTAB trends) and flag opportunities for practice leadership.
• Handle additional tasks and responsibilities as assigned.

Skills

Strategic planning

Market intelligence

Analytical skills

Communication

CRM proficiency

Data-driven decision making

Education

Bachelor's degree

Advanced degree preferred

Tools

HubSpot CRM

Microsoft Office

Lex Machina

Docket Navigator

Patexia

Job description

Wolf Greenfield is seeking a Senior Business Development Manager of IP Litigation to drive client development, market intelligence, and cross-selling strategy across the firm. This role is built for someone who wants to spend their time identifying and pursuing revenue opportunities. The Senior Manager will serve as a strategic partner to firm management and attorneys, translating market and competitive intelligence into concrete pursuit plans, and will report to the Chief Marketing and Business Development Officer.

ESSENTIAL FUNCTIONS

• Identifies and prioritizes new client targets using external data sources (e.g., Patexia, Lex Machina, Docket Navigator, Docket Alarm) and internal relationship data, building and maintaining a living pipeline of prospects ranked by opportunity size and relationship.
• Develops account-based growth plans for top existing clients, identifying practice areas and industries where the firm is underpenetrated and building specific cross-selling pursuit plans with named attorney owners and next steps.
• Conducts competitive intelligence analysis on companies, industries, and markets to inform go-to-market strategy not just for individual pitches, but for identifying practice-wide or industry-wide growth plays (e.g., a sector-specific litigation or prosecution push).
• Analyzes litigation and prosecution data trends (filer rankings, docket activity, forum trends) to surface opportunities before competitors do and translate findings into attorney‑ready briefings with clear recommended actions.
• Owns structured reporting on pipeline activity, win/loss ratios, referral sources, and cross‑sell conversion with the analytical rigor to tell leadership what's working, not just what activity occurred.
• Takes leading role in developing litigation pitches and RFPs.
• Conducts quick‑turn research on opposing pitches, competitor firms, and prospective client litigation/IP history to sharpen positioning ahead of key meetings.
• Tracks and synthesizes industry trends (e.g., semiconductor litigation activity, PTAB trends, sector‑specific enforcement patterns) relevant to firm practice groups, and proactively flag opportunities to practice leadership.
• Takes on additional tasks and responsibilities as assigned.

QUALIFICATIONS

• Bachelor's degree required; advanced degree in business, marketing, or a related field preferred.
• A minimum of 5–8 years of progressive experience in business development, market intelligence, or strategic planning within an AmLaw 100 or comparable professional services environment; IP or litigation experience strongly preferred.
• Demonstrated experience using litigation/IP analytics platforms (Lex Machina, Docket Navigator, Patexia, IP Pilot, or similar) to identify and evaluate business opportunities.
• Track record of building account‑based growth or cross‑selling programs, with evidence of measurable pipeline or revenue outcomes.
• Strong quantitative and analytical skills; comfort working with data sets and translating them into clear, actionable recommendations for senior stakeholders.
• Excellent written and verbal communication skills, with the judgment to present analysis directly to executive committee‑level audiences without heavy editing.
• CRM proficiency (HubSpot or comparable) and general technical fluency.
• Demonstrated ability to work independently, prioritize a broad portfolio of pursuits, and drive initiatives without close supervision.
• Excellent written and verbal communication skills.
• Flexibility and resourcefulness, and a willingness to support the firm and its business needs.
• Strong proficiency with Microsoft Office programs (Word, Excel, PowerPoint, etc.).

Wolf Greenfield offers a comprehensive benefit package focused on the overall well‑being of firm employees. Our benefits include multiple health care plan options, vision and dental insurance, flexible spending accounts/health saving accounts and life insurance. Eligibility for our employer sponsored 401(k) plan includes an employer match and discretionary profit sharing. The firm is invested in our employees development by providing tuition reimbursement and professional development opportunities. Additionally, WGS offers further benefits and perks focused on employee well‑being including generous paid time off; including sick time and vacation time, parental leave, commuter benefits, charitable matching gift program, well‑being support and much more!

Wolf Greenfield does not offer visa sponsorship. All job openings are subject to export control regulations.

Any offer of employment is subject to the successful completion of a background check. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.