Strategic Business Development Lead – AI Solutions for Large Law- Upsell (JD Required)
$183,645–$293,355 year
Remote · New York City, New York, United States or Rochester, New York, United States
Job Summary
The Strategic Business Development Lead (Upsell Focus) plays a key role in transforming legal workflows with AI solutions for law firms. This senior, consultative position involves collaborating with Account Managers and engaging with senior law firm stakeholders to identify and drive expansion opportunities. Responsibilities include leading discovery sessions to assess client needs, delivering tailored presentations, and developing proof-of-concept engagements to validate value propositions. The ideal candidate must possess a JD and have a solid foundation in legal practice, particularly in an AmLaw 50 firm, with exceptional executive presence and the ability to connect commercial outcomes with legal technologies.
Required Qualifications
- Have a JD with 3+ years of experience practicing law at an AmLaw 50 law firm
- Be able to operate effectively in a target-driven, revenue-accountable role with a clear expansion mindset
- Have experience establishing credibility with partners, firm leadership, and senior in-house counsel through strong executive presence, legal expertise, and AI fluency
- Be able to deliver persuasive, insight-led presentations and demonstrations that engage both legal and business stakeholders
- Demonstrate a deep understanding of legal workflows, legal service delivery models, and emerging legal technology trends
- Demonstrate curiosity, intellectual enthusiasm, and conviction about how AI and legal technology can transform legal workflows and client delivery
- Be able to collaborate effectively across teams (sales, marketing, product, client success) to deliver unified client engagement strategies
Desired Qualifications
- Background in corporate, finance, disputes/litigation, or other complex practice areas with demonstrable client-facing experience (preferred)
- Sales or customer-facing experience including law firm business development, secondment, or experience directly managing law firm client matters/relationships is a plus.
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