My client is a global, high growth SME software business who have experienced significant success over the past 6 years. As they continue to grow, they require a Business Development Director - Legal SaaS to continue to build revenue streams in the London and UK market, with a long term view to become Head of the UK.
Built by lawyers for lawyers, my client has curated a software suite which allows greater firm efficiency.
They address three key concerns facing modern firms:
1. Talent Development
2. Business Development and Collaboration
3. Saving Time
By helping staff identify strengths and weaknesses, they can produce a clear talent development roadmap for each individual. Through understanding this lawyers benefit from furthering their skill set and career, managing partners can help plan succession and retain their people.
The second solution helps lawyers see the cross selling opportunities with their current client base. By understanding what each client's business needs are through a key account plan, you can reduce leakage of client spend and enable teams to understand the firm's expertise.
All of this is done through an easy to use platform, with bite size personal development goal setting and appraisal, allowing lawyers to focus on billable activities.
This client has grown from UK centric, to operating across Europe, North America, Australia and Asia in only 4 years. The market has immediately responded to their solutions and the measurable ROI ensures stickiness.
In the UK, the COO has been responsible for selling their solutions. He's grown the client base by 1,500% and revenues to over £3mil annual subscriptions. The majority of their clients are within the UK's Top 100 law firms. As his commitments have focused his time elsewhere, he needs a sales person to come on board and develop new relationships within the Top 100 firms, and then look to establish them in the Top 200.
Their long term view is that the Business Development Director - Legal SaaS will take over the UK market and develop the business into other Professional Services markets.
The role of Business Development Director - Legal SaaS is predominantly new business focused. You will be the face of the business, holding meetings with Managing Partners, HR Directors, Business Development Directors and other key stakeholders within prominent firms and managing them through the sales cycle.
You'll have full support of the business with marketing budget, seminars and events to ensure you've got multiple touch points to generate opportunities.
This is a highly autonomous position; they need someone who understands how to drive new business and develop business plans without hand holding. Consider this a trial run at running a territory.
Cycles will run from 2-18 months depending on customer needs with order values from £20,000-£100,000+ depending on the size of the firm. This requires the soft, consultative techniques to close within the Professional Services market.
To be successful, you should be able to evidence the following:
Up to £80,000 Basic Salary
Genuine Career Progression and Development
Double and Uncapped OTE