Director of Business Development and Marketing

Director of Business Development and Marketing

Reports to:

Chief Administrative Officer

Position Type:
Full-time, senior leadership role

The Director of Business Development will lead the firm’s transition from a traditional marketing-centric function to a modern, growth-oriented business development engine focused on new client acquisition, market expansion, and revenue pipeline development, while maintaining strong, strategic oversight of the firm’s marketing, brand, and communications efforts. This role is responsible for designing and executing a firmwide growth strategy that systematically generates qualified leads, converts opportunities into engagements, and supports sustained revenue growth across multiple states and practice areas.

The ideal candidate brings deep experience building and leading business development and marketing functions within professional services environments, preferably a multi-state law firm or government affairs / consulting firm, and has a proven, data-driven track record of expanding revenue, entering new markets, and supporting senior professionals in closing new business.

• Design and lead a comprehensive business development strategy aligned with firmwide growth goals, market priorities, and practice strengths.
• Shift the firm from brand- and event-centric marketing to a pipeline-driven revenue growth model.
• Partner with firm leadership to identify priority industries, geographies, and client segments for expansion.

• Build and manage a structured, measurable pipeline of new business opportunities across all markets.
• Develop systems and processes for lead generation, qualification, pursuit, and conversion.
• Support partners, principals, and senior professionals in identifying, pursuing, and closing new client opportunities.
• Drive disciplined follow‑up, opportunity tracking, and accountability across business development efforts.

• Support VP of Market Expansion's efforts in new states and emerging policy/practice areas.
• Identify cross‑selling and upselling opportunities within existing client relationships.
• Translate market intelligence, legislative trends, and client needs into actionable growth initiatives.
• Oversee development of targeted pitches, proposals, and client presentations tied to real opportunities.

• Own and continuously improve the firm’s CRM as the central system for business development, opportunity tracking, and revenue pipeline management.
• Define and enforce pipeline stages, opportunity criteria, and data standards to ensure accuracy, consistency, and actionable insight.
• Ensure disciplined use of the CRM by partners, principals, and senior professionals without creating unnecessary administrative burden.
• Develop dashboards and reporting that provide leadership with clear visibility into pipeline health, market expansion efforts, and revenue forecasts.
• Partner with marketing and operations teams to ensure the CRM supports lead generation, proposal development, and client lifecycle management.

• Provide strategic leadership and oversight of the firm’s marketing, brand, content, digital, and public relations functions to ensure full alignment with business development and growth priorities.
• Serve as chief brand steward, ensuring consistent positioning, messaging, and visual identity across all internal and external communications.
• Oversee integrated marketing strategies that enhance visibility, reinforce credibility, and support client acquisition and retention.
• Guide thought leadership, advertising, digital presence, media relations, and social engagement initiatives to strengthen the firm’s market position.
• Ensure marketing initiatives are data-informed, performance-driven, and effectively support revenue growth objectives.
• Supervise senior marketing team leaders and ensure coordination across brand, content, and communications functions.

• Serve as a change agent, helping professionals adopt business development best practices without…