Job Description
If you have spent your career understanding that the real art of sales is influence – aligning smart people around opportunity, creating momentum, operationalizing sales processes, and helping experts commercialize what they do best – keep reading. Because this role is for you.
Our client has made a deliberate, multi-year investment in building a business development infrastructure: a dedicated Client Development Manager (CDM) team, CRM, target account plans, and a defined MQL-to-Partner sales process. The Director of Client Development is the leader who takes that foundation and makes it perform at its full potential.
This is an operational leader role with genuine authority coupled with the ability to generate a sales pipeline. You will own pipeline management, CDM performance, and attorney BD engagement collaboration. You will have direct access to firm leadership, a clear mandate, and the opportunity to create something that has a measurable impact on the firm's growth trajectory.
What You Will Own
Pipeline Infrastructure & Visibility
Define and drive sales pipeline requirements to hit and/or exceed annual growth targets
Own HubSpot as the firm's revenue operating system - every active opportunity staged, tracked, and reported
Drive consistent CRM adoption and build the reporting cadence leadership relies on
Establish win/loss tracking across all CDMs and practice areas
Build dashboards that give leadership, the sales team, and marketing a shared view of pipeline health
CDM Performance & Development
Set clear activity expectations for each Client Development Manager and build a coaching cadence that raises individual performance
Own the CDM accountability framework including regular pipeline reviews, documented performance plans, and escalation pathways
Define and enforce Sales Qualified Lead qualification standards to protect attorney time and improve handoff quality
Track and report CDM performance metrics to firm leadership on a consistent cadence
Attorney Business Development Engagement
Build a structured BD participation framework that Partners can adopt and sustain
Ensure Partners have documented BD plans and are meeting regularly with you and the CDMs
Coach Partners on pipeline discipline, target account strategy, and consistent follow-through
Develop trust through results - this role earns authority by making Partners more successful, not by directing them
Sales & Marketing Alignment
Partner with the Director of Marketing on activity KPIs to foster a shared pipeline accountability structure and alignment on marketing events and priorities
Ensure the CDM-to-Partner handoff is consistently clean and qualified across all practice areas and basins
Contribute to and help maintain the OG Sales Enablement Playbook
How Success Is Measured
Pipeline defined and fully visible and consistently maintained in HubSpot
BD accountability framework operational firm-wide
Sales Qualified Lead qualification standards defined and enforced
Partners on active, documented BD plans
SQLs and Close/Won KPIs meet or exceed targets
Who We Are Looking For
You understand that professional services sales is fundamentally different from product or B2C sales.
You know how to create influence without authority. You know how to drive accountability. You know how to help experts sell without making them feel “salesy”. You have a proven track record of operationalizing sales.
You’ve worked in environments where:
Subject matter experts resisted structure
Relationship owners guarded clients closely
Business development felt inconsistent or personality-dependent
Leadership had targeted growth plans but needed you to operationalize it
You became the person who could bridge the gap between technical excellence and growth – this is where you thrive.
You speak “executive” fluently. You understand how revenue actually happens in professional services environments. You can walk into a room of attorneys, accountants, consultants, or partners and earn credibility through preparation, insight, and judgement.
You are equal parts:
Strategist
Coach
Operator
The ideal candidate has built or led a revenue function inside a complex B2B professional services environment - one where the product is expertise, technical credibility matters, and subject matter experts own the client relationships. You know that your job is to make those experts more effective at BD, not to replace them.
Required
7+ years in a sales leadership, business development management, or revenue operations role
Demonstrated experience in professional services - law, engineering, consulting, or financial advisory
Proven track record building pipeline discipline and CRM adoption alongside practitioners who are new to sales accountability
Experience managing and coaching a Client Development Manager team against quantitative KPIs
Strong CRM proficiency - you build pipelines, reports, and dashboards without needing IT or administrative support
Demonstrated ability to earn trust and credibility with senior professionals and subject matter experts
Preferred
Background in energy, oil and gas, or natural resources - you understand how landmen and General Counsel make decisions
Experience building or scaling a BD function from an early-stage foundation
Familiarity with Scaling Up, EOS/Traction, or similar operating frameworks
Exposure to target account selling and account-based marketing methodologies
Who Will Not Succeed in This Role
Be direct with yourself before applying – this role is likely not a fit if:
You define success by building relationships without pipeline accountability to show for it
You are uncomfortable with quantitative performance accountability tied to your own results AND the results of your team
You rely heavily on authority instead of influence
Our Core Values
Core values at the firm are not decorative. They inform our hiring decisions, our performance reviews, and how we operate day to day.
Culture of Collaboration - You work with attorneys and CDMs - not around them. BD is a team sport, and this role is the connective tissue.
Fanatical Client Service - The pipeline exists to serve clients. Every qualified prospect deserves the same standard of excellence we deliver once they're in the door.
A Passion for Teaching & Learning - A significant part of this role is developing others' BD capability. You need to find that work meaningful, not incidental.
Compensation & Structure
They offer a competitive base salary commensurate with experience, with incentive compensation tied to activity metrics, pipeline performance, and firmwide targets paid out as semi-annual bonuses. This is NOT a commission-based role. Benefits include comprehensive healthcare (medical, dental, vision), 401K with match, and a progressive PTO policy.
This role reports directly to the firm’s President, with a clear, executive-backed mandate.