Associate Director, Business Development - Debt Finance

White & Case LLP•New York, NY

About The Position

Our Business Development & Marketing team plays a critical role in enhancing the Firm’s reputation, expanding its client base and driving revenue growth. This team develops and implements strategic marketing plans to promote the Firm’s legal services, leveraging digital and traditional marketing channels to reach target audiences. They conduct market research to identify industry trends and client needs, positioning the Firm competitively within the legal marketplace. The team also manages client relationships, orchestrates business development initiatives, and seeks opportunities for partnerships and networking. Through compelling content creation, event planning and public relations efforts, they ensure that the Firm maintains a strong market presence and continues to attract and retain clients. Position Summary The Associate Director, Business Development is a strategic leader and trusted advisor who shapes and drives business development strategy for their practice group, with a strong cross-practice and cross-functional lens. The role is accountable for designing and leading high-impact, multi-disciplinary initiatives that advance sustainable growth, strengthen client relationships, and align with the firm’s long-term objectives. Acting as a senior expert resource to partners and leadership teams, the Associate Director provides strategic counsel on client acquisition, account growth, and retention—translating market insight, competitive intelligence, and performance data into actionable recommendations. The role leads the development and execution of priority business development programs and complex pursuits, ensuring innovation, consistency, and alignment with client needs and firm priorities. The Associate Director champions collaboration across practice groups, industry teams, strategic client teams, and regional marketing colleagues to deliver integrated, client-focused solutions. The role also drives continuous improvement of business development standards, processes, and ways of working—promoting operational excellence, effective use of resources, and measurable impact—while ensuring activity remains commercially competitive and aligned with firm governance and risk parameters.

Requirements

Bachelor’s degree or equivalent relevant experience; professional certification(s) a plus.
Significant experience in business development (or closely aligned commercial/marketing roles) within a complex professional services environment; legal sector experience preferred.
Deep expertise in core BD disciplines (e.g., client strategy and planning, pitching and pursuit management, market positioning and thought leadership), with demonstrated ability to lead complex initiatives from design through execution.
Strong understanding of the legal market, client buying dynamics, and competitor positioning; ability to translate external insight into clear BD priorities and differentiated strategies.
Demonstrated ability to operate cross-functionally and cross-practice, influencing senior stakeholders and aligning diverse teams in a matrix environment.
Proven commercial acumen and analytical capability; able to use data, judgment, and market insight to diagnose issues, develop solutions, and advise leadership.
Excellent communication, stakeholder management, and negotiation skills; able to build consensus, manage sensitive conversations, and represent the practice group professionally with internal and external stakeholders.
Demonstrated ability to drive continuous improvement in standards, processes, and ways of working, ensuring high-quality delivery, effective use of resources, and measurable impact.
Experience leading teams and/or major projects, including coaching and developing colleagues and driving high performance through clear expectations and accountability.

Responsibilities

Lead the development and execution of client-specific strategies in partnership with practice and industry leaders, ensuring alignment with firm priorities.
Utilize market intelligence, client mapping, and competitive analysis to identify and pursue high-value client opportunities, and to deepen relationships with strategic clients.
Guide teams in the creation of business plans and ensures BD efforts are integrated with broader firm strategy.
Oversee the design and delivery of highly tailored, innovative, and priority-aligned proposals and pitches for key matters.
Collaborate across practices and functions to bring the best of the firm to each opportunity, leveraging client and industry insights to secure high-impact work.
Champion best practices in pitch development and ensures consistency in firm positioning.
Develop and lead thought leadership initiatives and external positioning efforts, working closely with marketing and communications teams.
Develop and execute strategies to showcase the firm’s expertise, drive business growth, and strengthen the reputation of the practice group and its partners.
Ensure alignment of thought leadership, legal rankings, and external events with firm strategy and growth priorities.
Act as a visible senior leader, fostering cross-practice alignment and collaboration with PG/Regional marketers, strategic client teams, and industry BD teams.
Influence and negotiate with senior stakeholders, including executive committee members, regional section heads, and partners, to drive strategic business development initiatives and optimize client engagement.
Develop, lead and execute impactful major projects and/or teams (directly or through matrix leadership), providing direction, coaching, and oversight to ensure high standards of delivery and professional development.
Deliver impact regardless of span of control; recognized for strategic thinking, innovative problem-solving, and the ability to resolve complex, cross-functional issues affecting growth, client outcomes, and market positioning.
Accountable for the measurable impact of BD initiatives, including growth in client relationships, successful pitches, enhanced market positioning, and the achievement of strategic business development goals.
Drive continuous improvement and ensures the BD function delivers maximum value to the firm.