Xypher
E-Discovery Business Development Manager
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Role Purpose
The e-Discovery Senior Business Development Manager is responsible for driving revenue growth through the identification, development, and conversion of new business opportunities across legal, corporate, and regulatory markets.
This role is a senior, client-facing commercial position focused on leading complex sales engagements, building strategic relationships, and positioning e-discovery and digital forensic solutions that align with client needs and industry requirements.
Working closely with technical delivery teams, forensic specialists, and legal stakeholders, the role ensures opportunities are effectively qualified, scoped, and progressed through the sales lifecycle to successful close. The Senior Business Development Manager also plays a key role in supporting bids and tenders, contributing to go-to-market strategy, and expanding the organisation’s presence within the e-discovery sector.
Key Responsibilities & Personal Development
Business Development & Sales Leadership
- Identify, develop, and secure new e-discovery and digital forensics opportunities
- Build and maintain a strong pipeline across legal, corporate, and public sector clients
- Lead complex sales cycles from initial engagement through to contract award
- Develop and execute strategic account plans for key clients
- Achieve revenue and growth targets aligned with business objectives
Client Relationship Management
- Build trusted relationships with legal teams, in-house counsel, compliance officers, and law firms
- Act as a senior commercial point of contact for key accounts
- Understand client challenges and position tailored e-discovery solutions
- Maintain regular engagement to identify ongoing and future opportunities
Solution Positioning & Pre-Sales
- Work with technical teams to shape appropriate e-discovery solutions
- Translate client requirements into commercially viable proposals
- Support and deliver client presentations, workshops, and solution walkthroughs
- Clearly articulate value propositions, differentiators, and ROI
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Bids, Tenders & Proposals
- Lead and contribute to bid and tender submissions, including:
- Writing high-quality commercial and technical responses
- Developing pricing strategies in collaboration with finance and delivery teams
- Coordinating inputs across legal, technical, and operational stakeholders
- Presenting proposals and participating in client Q&A sessions
Market Development & Strategy
- Monitor market trends, competitor activity, and regulatory developments
- Identify new sectors, services, and partnership opportunities
- Contribute to the development of go-to-market strategies
- Represent the business at industry events, conferences, and networking forums
Collaboration with Delivery Teams
- Work closely with e-discovery and forensic teams to ensure smooth handover of projects
- Support accurate scoping, costing, and risk identification
- Ensure client expectations are aligned with delivery capability
- Maintain involvement in key projects to support client satisfaction
Commercial Growth & Account Expansion
- Identify upsell and cross-sell opportunities across services
- Support contract renewals and long-term client retention
- Drive expansion within existing accounts
Knowledge/Experience/Technical Skills
Essential
- Proven experience in business development or sales within e-discovery, legal technology, or digital forensics
- Strong understanding of the e-discovery lifecycle, including data collection, processing, review, analysis, and production
- Experience selling or positioning e-discovery solutions, ideally including Relativity or comparable platforms
- Ability to articulate the value of Relativity-based workflows to legal, corporate, and regulatory clients
- Experience engaging with law firms, in-house legal teams, and compliance stakeholders
- Demonstrable success in achieving revenue targets and winning new business
- Experience leading complex sales cycles, including proposals, negotiations, and closing
- Strong commercial awareness and ability to develop solution-led proposals
- Excellent communication and presentation skills, with the ability to translate technical concepts into client value
- Ability to collaborate effectively with technical delivery teams to scope and shape solutions
- Competent in Microsoft Office (Excel, Word, PowerPoint)
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Desirable
- Experience working with Relativity (RelativityOne), including familiarity with its core capabilities and use cases
- Relativity Certified Sales Professional (RCSP) certification
- Broader knowledge of the eDiscovery technology ecosystem (e.g. Nuix, Reveal, Everlaw, etc.)
- Understanding of data privacy and regulatory frameworks (e.g. GDPR)
- Experience supporting or leading bids and tenders within legal or public sector environments
- Existing network within the legal, corporate, or e-discovery market
- Understanding of digital forensics and its integration with e-discovery workflows
Behaviours
- Commercially driven and results-oriented
- Strong relationship builder with a consultative approach
- Confident communicator and presenter
- Strategic thinker with the ability to identify growth opportunities
- Resilient and proactive in a competitive market
- Highly organised and able to manage multiple opportunities
- Credible when engaging with senior legal and corporate stakeholders
- Collaborative and able to work across technical and delivery teams
- Focused on delivering client value and long-term partnerships
Key Success Measures
- Revenue growth and new business won
- Pipeline value and conversion rates
- Bid/tender win rate
- Client acquisition and retention
- Growth within existing accounts
- Quality of client relationships and stakeholder engagement
- Contribution to strategic market expansion
- Alignment between sales commitments and delivery outcomes
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