Senior Director, Client Development

Role Overview

• Own business development strategy and oversee execution across the portfolio, translating growth priorities into measurable revenue and pipeline outcomes.
• Serve as a trusted advisor to partners and senior leaders, providing executive-level coaching on targeting, pursuit strategy, client meeting preparation, and relationship development best practices.
• Manage and develop a high-performing business development team, establishing a proactive approach to business development, operating and service level standards, and clear accountability for deliverables and results.
• Implement a client engagement strategy incorporating of regular client feedback into our business development process.
• Establish program and processes that may include executive visits, feedback surveys and win/loss analysis to improve go to market effectiveness.
• Anticipate personal engagement with clients.
• Lead client targeting and strategic account planning, including development of prospect lists, account plans, relationship maps, and coordinated pursuit strategies across business units and geographies.
• Identify and activate cross-business units and cross-office growth opportunities by orchestrating pursuit teams and aligning stakeholders around shared client and market initiatives.
• Support the growth of key client relationships and priority clients through targeted business development initiatives, research, and opportunity identification.
• Align visibility and brand-building initiatives with business development priorities, leveraging thought leadership, awards, speaking, and media to advance targeted pursuits and client development goals.
• Serve as the senior most business development advisor to connect across business units and develop strategies to position business units nationally and work with professionals to market services and expertise both externally and within the Firm.
• Collaborate with Senior Director Marketing and Communications on the firm’s thought leadership strategy and editorial direction, partnering with Communications and Marketing to develop, package, and amplify high-impact content aligned to priority industries, strategic accounts, and pursuit pipelines.
• Develop and manage a strategic network of external organizations (industry associations, professional groups, educational institutions, and client partners), securing leadership appointments, speaking opportunities, and referral relationships that advance priority pursuits, strengthen market position, and support revenue growth.
• Drive RFP and pitch strategy and continuous improvement, including scalable tools and templates, win/loss analysis, and post-mortems that strengthen pursuit quality and win rates.
• Establish governance, standards, and workflows to capture and maintain firm experience and credentials ensuring content quality, consistency, and rapid readiness for priority proposals and rankings submissions.
• Standardize and scale business development processes and knowledge assets in partnership with knowledge management and market intelligence, improving quality and efficiency across the firm.
• Proactively identify and shape client and market growth opportunities by translating research, trend analysis, and competitive insights into prioritized targeting recommendations, pursuit strategies, and partner-ready action plans for existing and prospective clients.
• Establish and enforce pipeline governance and forecasting discipline, including defined stages, regular review cadence, and CRM adoption to support leadership visibility and decision-making.
• Define, track, and report key performance indicators (KPIs) and dashboards, using data and insights to prioritize activities, measure ROI, and inform leadership recommendations.

Requirements

• At least 15+ years of experience leading marketing and business development efforts within a professional services environment (e.g., legal, consulting, accounting), supporting multiple practices and stakeholders.
• Minimum of a bachelor’s degree in marketing, public health, law, business administration or similarly relevant fields.
• Experienced team leader with demonstrated success driving high-performance collaboration.
• A team player who brings positive, can-do energy to their role and the team.
• Excellent spoken, written communication, interpersonal, and relationship-building skills.
• Experience with CRM software and data analytics tools, particularly Salesforce.
• Forward-thinking, results-oriented, deliverables-driven strategic thinker and self-starter with the ability to balance long-term strategic vision and effective day-to-day execution.
• Technologically savvy with demonstrated proficiency with the Microsoft Office suite, including Excel, PowerPoint and Word.
• Superb project and process management skills with the consistent ability to meet deadlines.
• Extremely detail oriented and a strong sense of accountability and ownership of work products.
• Possess exceptional judgement, professionalism and confidentiality.
• Commitment to exceptional internal and external client service.
• Demonstrated reliability and the ability to work both independently and collaboratively within a hybrid (remote and in-office) team environment.

Benefits

• A full range of medical, financial and/or other benefits dependent on the position