Director of Business Development - Defense Law

Expert Institute

22d

About The Position

As a Director of Business Development, you will join an established, high-growth sales organization within a division at a pivotal early stage. You will have the autonomy to build your own book of business, identifying and capitalizing on opportunities for new business growth and account expansion. In this role, you will lead relationship development with defense & commercial law firms, insurance carriers, and in-house counsel, forging new accounts while expanding our footprint within existing relationships. This position offers strong opportunities for growth within the team. (Travel Required.)

Requirements

5+ years of full-cycle B2B sales experience, including strong results in new business development and account growth, focused on clients with long-tail close times.
Proven success in selling to institutional clients, with a strong preference forthose expereinced selling into defense law firms and/or vendor-focused decision-makers within insurance carriers.
Excited by and skilled in outbound prospecting (cold calling, networking, executive outreach) and consultative selling.
Comfortable with long sales cycles and complex buying processes.
Exceptional communication, negotiation, and relationship-building skills.
Ability to operate both independently and collaboratively in a fast-paced, entrepreneurial environment.
Able to travel nationally up to 25% of the time.
Proficiency with CRM tools (Salesforce preferred) and sales engagement technology.

Responsibilities

Build and maintain a robust sales pipeline through targeted outbound outreach to defense firms and insurance carriers (cold calls, networking, industry events, referrals) and inbound leads from firms in your territory.
Manage inbound requests for information from law firms or insurance carriers.
Lead outreach and navigation to decision makers, including managing partners, claims executives, risk leaders, practice group heads, and procurement stakeholders.
Expand relationships within new and existing partner organizations, driving growth through repeat business and broader engagement.
Manage the full sales cycle, from outreach and discovery through proposal, negotiation, and close.
Develop sales strategies, messaging, and positioning tailored to defense and insurance audiences.
Collaborate cross-functionally with operations and service delivery teams to ensure consistent value delivery to clients.
Maintain deep knowledge of defense litigation trends, insurance carrier workflows, and related business challenges.