The Opportunity:
We are seeking a highly credible and well-connected Business Development Manager, ideally with a background in Tier 1 accounting or legal firms, to help expand our Incident Response and Digital Forensic Services footprint. This strategic role will focus on opening new markets, particularly within large enterprises (1,000+ employees) and law firms engaged in disputes, litigation, cyber breach response, and regulatory investigations.
You will act as a trusted advisor and respected ambassador for our forensic and incident response capabilities. Whist you do not need a deep technical background, a strong understanding of digital forensics, eDiscovery, and cyber breach response is preferred. Your established relationships with legal, corporate risk, and compliance leaders and demonstrated ability to build trust and deliver value, will be instrumental in driving growth across unserviced or underpenetrated sectors.
A baseline or higher Australian Government Security Clearance is preferred due to the sensitive nature of client engagements.
Responsibilities:
- Partner with marketing, technical, and service delivery teams to drive customer satisfaction, solution uptake, and service excellence.
- Maintain disciplined CRM practices, ensuring accurate reporting of pipeline activity, forecasts, and performance metrics to leadership.
- Manage the end-to-end sales cycle, from initial contact through solution development, proposal, negotiation, and closure.
- Collaborate closely with internal forensic, legal tech, and cybersecurity SMEs to tailor service offerings to client needs and ensure delivery alignment.
- Represent the business at legal, regulatory, insurance, and industry events, enhancing visibility, credibility, and brand awareness within key sectors.
- Identify, qualify, and develop new business opportunities through proactive prospecting, targeted relationship-building, and market analysis.
- Position the firm as a trusted advisor and strategic partner, educating clients on the value of forensic capabilities, breach investigation support, digital evidence management, and legal technology solutions.
- Leverage your extensive consulting background and established network to engage legal partners, senior associates, C-suite executives, and corporate stakeholders - particularly those unfamiliar with forensic service providers.
- Develop and execute a strategic business development plan focused on Digital Forensics, eDiscovery, Incident Response, and Cybersecurity Advisory services — targeting law firms, insurers, general counsel, MSP’s and enterprise clients involved in disputes, litigation, regulatory investigations, and breach response.
- Consistently meet or exceed revenue, margin, and pipeline growth targets through strategic client engagement and solution-led selling.
Measurement of Success:
- Demonstrated success influencing senior legal and risk stakeholders unfamiliar with forensic services.
- Strong B2B sales record in professional or technical services, with consistent achievement of revenue, margin, and pipeline targets.
- Recognised market presence as a credible, ethical, and commercially astute business development professional.
- Proven ability to develop new client opportunities in Digital Forensics, eDiscovery, Incident Response, or Cybersecurity Advisory.
- Established and trusted relationships across law firms, insurance providers, regulatory bodies, and corporate enterprises—particularly in disputes, litigation, or breach response contexts.
- Positive feedback from both clients and internal teams, reflecting collaborative engagement and trusted advisor status.
Key Competencies & Experience:
- Relationship Building: Skilled at developing trust-based, long-term partnerships with clients and stakeholders.
- Market Insight: Ability to identify new markets and opportunities beyond existing client bases.
- Communication: Clear, persuasive, and professional in both verbal and written communications.
- Strategic Selling: Proficient in sales methodologies and pipeline management.
- Patience: the ability to maintain a calm, measured approach in the face of delays or uncertainty.
- Problem Solving: Creative and pragmatic in delivering client value with a strong service ethic and commitment to improving long-term relationships .
- Collaboration: Works well with cross-functional teams to align sales efforts with delivery and marketing.
Skills:
- Relevant degree or equivalent experience.
- Proven sales track record with a minimum of 5 years in business development or sales roles.
- Experience working with legal sector clients and/or professional services firms highly desirable.
- High-level written and verbal communication, negotiation, and presentation skills.
- Ability to manage complex sales cycles and balance multiple priorities.
- Security Clearance preferred (Baseline or higher). Australian citizenship or
permanent residency required.
- Willingness to travel as required within Australia.
Personal Attributes:
- Highly professional and ethical, with a reputation for integrity and discretion.
- Approachable, confident, and comfortable engaging with C-level executives, legal counsel, and risk leaders.
- Resilient and adaptable, able to thrive in a dynamic, high-pressure sales environment.
- Strategic thinker with a commercial mindset and strong influencing ability.
- Self-driven, with excellent organisational and time management skills.
- Client-focused, collaborative, and committed to delivering value and building enduring relationships.
- Resilient and adaptable in a dynamic sales environment.
How to Apply
Please send resumes to: pauline.tabirara@infotrust.com.au
