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.
Requirements- 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.Benefits- 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.
