Business Development Manager - Emerging Companies and Venture Capital

Wilmer Hale•Palo Alto, CA

53d

About The Position

WilmerHale is a leading, full-service international law firm with 1,000 lawyers located throughout 12 offices in the United States, Europe and Asia. Our lawyers work at the intersection of government, technology and business, and we remain committed to our guiding principles of providing quality, excellent legal and client services; developing diversity among our lawyers and staff and cultivating an environment that promotes an ambitious spirit, collaboration and collegiality by drawing on the extraordinary talents and dynamic experience of our lawyers. Our goal is to reflect the diversity of our clients and the communities in which we practice. The Business Development Manager ("Manager") is responsible for identifying and supporting revenue-generating opportunities for the firm's emerging company and venture capital practice. This individual will proactively develop relationships with founders and early-stage startups (both existing clients and prospects); university, incubator and accelerator program contacts; technology industry groups; venture and seed investors; and other service providers. In addition to understanding the business plans and legal needs of entrepreneurs, the Manager serves as a spokesperson for WilmerHale, educating the market about our lawyers, services and value proposition and promoting our brand, with a primary geographic focus in the Bay Area but also extending to Boston, New York and more national efforts. Internally, the Manager is expected to deliver market updates, insights and recommendations and consistently engage lawyers from our emerging company and venture capital practice in activities designed to enhance their visibility, strengthen and expand their client portfolios and grow market share. Working with the Director of Business Development for the Transactional Department, the Manager will collaborate with firm personnel to maximize ROI on sponsorships and memberships, design and execute events, maintain our digital presence, develop and promote marketing content and perform industry and company research. In addition, this position drives the business development initiatives of the Transactional Clients & Markets team and its individual practice groups. The Manager provides strategic guidance and support directly, or coordinates with other team members to ensure services are delivered efficiently and effectively. This role serves as the go-to lead for practice group business development and marketing projects, including-but not limited to-implementing strategic business development activities, responding to pitches and RFPs, managing events, and leading marketing initiatives such as thought leadership and social media projects. Additional responsibilities include increasing practice group and individual attorney visibility and overseeing marcom infrastructure projects, such as maintaining mailing lists and practice group descriptions.

Requirements

Deep understanding of the startup culture and ability to offer strategic guidance to founders and entrepreneurs.
Ability to support business development initiatives across multiple transactional practice groups, ensuring alignment with firm-wide goals.
Knowledge of venture capital industry, tech sectors, fundraising trends and business models.
Knowledge of transactional practices, including M&A, private equity, capital market, and others.
Familiarity with and existing relationships in the startup ecosystem in the Bay Area.
Skilled at networking, building relationships and making connections with a broad range of constituents.
Motivated self-starter with the ability to work independently while securing buy-in and engaging decision-makers at key times to validate approach.
Excellent written, presentation and oral communication skills.
Experience with CRM system, Salesforce or other pipeline management tools is preferable.
Ability to work in a fast-paced environment with high expectations for attention to detail and quality.
Minimum of eight+ years of experience in legal, technology, management, or market analysis environment preferred.
Minimum of 3 years' experience in venture capital, accelerator/incubator program management or in a business development capacity at a mature startup or startup-focused professional services firm.
Bachelor's degree required

Responsibilities

Identifies, evaluates and develops relationships with industry groups, accelerators and university programs where promising emerging companies are developing and could utilize the firm's legal services.
Regularly engages with and visits universities and other startup venues with the goal of building long term relationships and referral sources.
Attends key events and evaluates opportunities to sponsor programs and host events (in WilmerHale offices or virtually) in order to network, grow WilmerHale visibility and gather market intelligence.
Updates CRM system to track activity and communications with new and existing contacts and uncover internal connections ("who knows whom").
Performs research on prospective clients, investors, industry sectors and market trends to inform activities and educate internal audiences.
Screens potential clients to understand their needs and alignment with QuickLaunch or general WilmerHale client criteria; facilitates introductions to lawyers, investors and service providers as appropriate.
Offers guidance to select existing clients and contacts of the firm seeking feedback on business plans, capital raising and competitive landscape.
Maps existing relationships with venture capitalists and early-stage investors to understand connections and potential gaps, tracks personnel moves and referrals, and recommends and deploys tactics to expand and enhance these relationships.
Provides updates and meets regularly with WilmerHale partners to report on progress, share leads and referrals, present new opportunities, prompt follow-up activities and receive feedback on efforts.
Secures and supports speaking engagements and other hands-on opportunities for lawyers to build their profiles among target audiences.
Generates and promotes new content including presentations, blog posts, event and marketing material.
Continues to develop the QuickLaunch platform, WilmerHale Launch website and related marketing and social media efforts.
Reports on deal activity for inclusion in key league tables including PitchBook and promotes rankings, awards and other recognition.
Contributes to relevant legal directory submissions and award nominations.
Maintains a deep understanding of the firm's capabilities, experience, differentiators and competitors.
Tracks and analyzes metrics related to efforts and impact and provides monthly and quarterly progress reports to WilmerHale partners.
Work with practice groups to implement business development projects and initiatives to support new business development goals.
Leverage the firm's experience and industry knowledge to develop pitches and presentations that are responsive to companies' specific needs.
Work with the Clients & Markets Department infrastructure to regularly update web and print marketing collateral, including practice group descriptions, matter/case lists and biographies.
Lead on various aspects of lateral partner onboarding and practice group strategic planning.
Sees and deploys collaboration with colleagues as a critical factor in service excellence.
Performs special projects as requested by Business Development leadership team.