Business Development Manager

Actionstep

1d • Remote

About The Position

Actionstep is hiring a Business Development Manager to build and prove an AI-powered outbound engine for the UK legal market, then lead the SDR team hired to operate it. The role will establish a repeatable system for identifying and prioritising law firms, researching and enriching accounts, personalising outreach, qualifying opportunities, and generating pipeline for Account Executives. The position starts as a new function with no inherited pipeline, playbook, or team; the successful candidate will develop and refine the model before it scales.

The Business Development Manager will target SMB firms and mid-market accounts, with a goal of sourcing approximately 40 qualified opportunities and around £2 million in pipeline annually. They will own attribution and performance tracking in Salesforce and Outreach, work with AEs on handovers and targeted campaigns, document the outbound playbook, and later onboard, coach, and lead SDRs. The role reports to the Sales Director and works closely with the VP Sales EMEA.

Requirements

• Has built an outbound engine from scratch, including ICP, target lists, sequences, and qualification, that generated pipeline which closed.
• Builds with AI and automation; tools such as Claude, ChatGPT, Clay, n8n, or similar are part of their everyday work.
• Can turn successful approaches into documented, repeatable processes others can run.
• Is commercially sharp and can quickly assess whether a firm is worth pursuing.
• Can establish credibility with Managing Partners, COOs, and Finance Directors.
• Uses data to set up tracking, interpret results, and adjust course.
• Has helped others succeed through onboarding, coaching, or training colleagues.

Nice To Haves

• Experience in legal, legal tech, or professional services.
• A network in the UK legal market.
• Experience leading or coaching SDRs or BDRs.
• Experience with Salesforce and Outreach.
• Comfort representing a company at events and in person.

Responsibilities

• Define the ideal customer profile and build scored, tiered target lists.
• Create research, enrichment, and sequencing workflows for outbound prospecting.
• Use AI and automation for account research, signal tracking, personalisation, and call preparation.
• Source approximately 40 qualified opportunities a year across SMB and mid-market firms, representing around £2 million in pipeline.
• Hand qualified opportunities to Account Executives with clean handovers.
• Own attribution in Salesforce and Outreach, track conversion across stages, and test and refine the outbound model using data.
• Partner with Account Executives to learn from wins and losses and design targeted campaigns for mid-market and enterprise accounts.
• Document targeting, sequences, qualification criteria, and benchmarks in a repeatable playbook.
• Once the model is proven, onboard, coach, and lead SDRs who operate within the established framework.
• Represent the company at events and in person, as appropriate.

Benefits

• £70,000 to £80,000 base salary and £110,000 to £120,000 OTE, with commission uncapped above plan.
• Flexible, remote-first working.
• Optional London offices in WeWork.
• Pension contributions.
• Private medical insurance.
• Dental insurance.
• Life insurance.
• Unlimited leave.
• Opportunity to build a new function, with a clear path to lead the team that runs it.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed