Business Development Manager - Law.com

Why LBR? 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. We also take our place in this world very seriously and engage in a wide variety of charitable and community based initiatives.

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.

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.

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.

Essential Skills Knowledge and Expertise

• 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.

• Eye care
• Employee Assistance Programme
• A day off for your birthday
• Pension (4% employer contribution and 4% employee contribution)
• Life assurance
• 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
• Private healthcare
• 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.