Business Development Manager - Law.com

An amazing market position, enviable growth, collaboration and wonderful people are just some of the reasons to further your career with Law Business Research. Our culture is shaped by our core values that promote equality, agility, and respect in everything we do. Law Business Research has been selected as a winner for the 2024 Inspiring Workplaces Awards. We’re proud of our inclusive and inspiring culture here at LBR and we remain committed to creating a positive workplace for all our employees.

Law.com is one of the most recognised and trusted destinations for legal insight, news, and intelligence in the US market. With strong demand from international law firms, corporates, and professional services clients, we are now expanding the Law.com proposition into EMEA with dedicated focus, resource, and ambition. This is a pivotal new role within the Practice Area Subscriptions division. The Business Development Manager will spearhead Law.com’s entry into EMEA as a standalone revenue line—building pipeline from scratch, shaping the GTM approach, and acting as the commercial bridge between the US Law.com team, Marketing, Product, and Revenue Operations.

Role Purpose

To drive net‑new subscriptions for Law.com across EMEA by building a repeatable sales motion, engaging senior stakeholders across the region, and positioning Law.com as an essential intelligence platform for legal and business decision‑makers. The role blends proactive outbound activity with structured GTM development, representing the first dedicated EMEA Law.com revenue hire.

Key Responsibilities

• Build and execute a targeted regional plan to introduce Law.com to high‑value EMEA prospects (law firms, in‑house teams, alternative providers, professional services).
• Lead all outbound efforts: identifying prospects, initiating first conversations, and driving opportunities through to close.
• Develop senior “champions” and multi‑stakeholder buying groups, navigating complex organisational structures to secure subscriptions.
• Deliver high‑quality product demos, proposals, and commercial negotiations with confidence and precision.
• Represent Law.com at events, conferences, and client meetings across relevant EMEA territories (occasional travel required).

Go‑to‑Market Strategy & Cross‑Functional Enablement

• Work closely with the US Law.com leadership team to ensure alignment on product positioning, messaging, pricing, and roadmap implications.
• Collaborate with Marketing to build a region‑specific pipeline acceleration plan: campaigns, content, events, lead routing and nurture.
• Partner with Revenue Operations to define forecasting rhythms, pipeline quality standards, and reporting requirements.
• Provide market intelligence (competitive, sector, persona‑level insights) to shape EMEA product‑market fit and GTM evolution.

Internal Collaboration & Future Leadership

• Work with Customer Success and Account Management to ensure seamless onboarding and handover for all new wins.
• Document and refine a repeatable sales methodology tailored to EMEA market nuances.
• Contribute to hiring plans, process design, and onboarding frameworks as the team expands—positioning the role for future management responsibility.
• Act as an internal subject‑matter advocate for Law.com across the wider Practice Intelligence group.

Skills Knowledge and Expertise

Essential

• Proven track record of B2B new business sales, ideally within legal, compliance, information, SaaS, or media intelligence sectors.
• Exceptional communication, negotiation, and presentation skills with the ability to “own the room” across senior audiences.
• A disciplined and highly self‑motivated approach to prospecting, pipeline generation, and deal progression.
• Experience managing multi‑stakeholder sales cycles, including procurement, legal, and technical review.
• Comfort operating autonomously in an early‑stage market environment—resourceful, structured, and commercially creative.

Desirable

• Exposure to launching products or propositions into new geographic regions.
• Understanding of law firm and corporate legal department buying behaviours across EMEA.
• Familiarity with CRM best practices, forecasting standards, and outbound sales methodologies.

Success Metrics

• Achievement of quarterly and annual new business revenue targets for Law.com EMEA.
• Growth of a healthy, high‑intent pipeline aligned to ICP and market priorities.
• Demonstrated influence on the development of EMEA‑specific GTM frameworks, messaging, and pricing evolution.
• Positive internal stakeholder feedback from Revenue Operations, Marketing, Product, and the US Law.com team.
• Clear progression toward leadership readiness as the EMEA Law.com team scales.

Candidate Profile

You are a seasoned new‑business hunter with a strategic mindset and the confidence to build something from the ground up. Highly articulate, commercially sharp, and driven, you thrive in roles where accountability is high and results are visible. You can operate independently but collaborate instinctively—and you are motivated by the opportunity to influence a major market expansion and shape a growing commercial function.

Benefits

Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported.

• Start of employment: Eye care, Employee Assistance Programme, A day off for your birthday.
• After 3 months employment: Pension (4% employer contribution and 4% employee contribution).
• After 4 months employment: Life assurance.
• After probation: Cycle to work scheme, Season ticket loan, £350 annual wellbeing allowance to contribute to gym memberships or fitness classes, Puregym access, Perks at work platform access.
• After 1 year service: Private healthcare.
• Additional Perks: Company socials, Access to Employee Affinity Networks, Mentoring scheme, Volunteering Day, Mortgage Advice, Work from anywhere (2 weeks), Generous parental leave.

We are committed to making our organisation an inclusive, respectful & engaging place to work with a culture shaped by our core values that promote equality, collaboration & respect in everything we do. We are proud to be part of the Disability Confident Scheme, meaning we are committed to being inclusive and accessible, which starts with our application and recruitment process. If you do require any reasonable adjustments to be made, please let us know as part of our application page.

At Law Business Research, we believe in the power of growth and the importance of nurturing talent. We have learned that building the right team delivers extraordinary results. Our fast‑paced journey to becoming a global technology‑driven information service provider has been built upon the values we hold close: rewarding excellence, providing meaningful work on our leading brands, and fostering an inclusive environment that is diverse, connected, and supportive. By doing this, we have grown together and achieved global success. Join us and be a part of a journey where your contributions are valued, your impact is significant, and your growth is our priority.