Senior Business Development Manager

IP Attorneys; Boston (MA); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hospital health insurance

401(k) with employer match

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. The role focuses on identifying and pursuing revenue opportunities and translating market intelligence into concrete pursuit plans.

The position reports to the Chief Marketing and Business Development Officer and requires building a pipeline and leading pitches for litigation IP opportunities.

Qualifications

• Bachelor's degree required; advanced degree preferred.
• 5-8 years of progressive experience in business development, market intelligence, or strategic planning in a professional services environment; IP or litigation experience preferred.
• Experience using litigation/IP analytics platforms to identify and evaluate opportunities.
• Track record building account-based growth or cross-selling programs with measurable outcomes.
• Strong quantitative and analytical skills; ability to translate data into actionable recommendations for executives.
• Excellent written and verbal communication skills for senior audiences.
• CRM proficiency (HubSpot or similar) and general technical fluency.
• Ability to work independently, manage a broad portfolio, and drive initiatives.
• Flexibility and resourcefulness to support firm needs.
• Proficiency with Microsoft Word, Excel, PowerPoint.

Responsibilities

• Identifies and prioritises new client targets using external data and internal relationship data.
• Develops account-based growth plans for top clients and cross-selling plans with named attorney owners.
• Conducts competitive intelligence to inform go-to-market strategy and growth plays.
• Analyses litigation and prosecution data trends to surface opportunities and prepare attorney briefings.
• Owns reporting on pipeline, win/loss, referrals, and cross-sell metrics for leadership.
• Leads development of litigation pitches and RFPs.
• Performs quick-turn research on opposing pitches and competitors to sharpen positioning.
• Tracks industry trends and flags opportunities to practice leadership.
• Takes on additional tasks and responsibilities as assigned.

Skills

Business development

Market intelligence

Strategic planning

Data analysis

Executive communication

CRM proficiency

Independent work

Microsoft Office

Cross-selling programs

Education

Bachelor's degree

Advanced degree in business/marketing

Tools

Lex Machina

Docket Navigator

Patexia

IP Pilot

Job description

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. 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 prioritises 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).
• Analyses 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 synthesises 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 judgement 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.
• 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.

Physical Demands:

The firm will strive to provide reasonable accommodations, as requested, to enable an employee with a disability to successfully perform this position in our office setting. Frequent communication is an essential aspect of this position and employees must be able to exchange timely and accurate information in a variety of situations. This position may also encompass maintaining a stationary position for long periods of time (at least up to 50% of the workday) with occasional movement, as well as lifting and/or moving objects that weigh up to 25 pounds. Other essential functions may apply and employees working remotely have the same or similar requirements.

Work Environment:

The office work environment of the firm is characteristic of the environment the job holder will encounter. In this typical office setting, an employee will encounter standard office equipment and any noise associated with that equipment. The noise level is usually quiet to moderate. The office setting of Wolf Greenfield requires the ability to manage multiple work priorities along with frequent interruptions.