Director of Business Development - Defense Law

Expert Institute is a technology platform connecting litigation attorneys with expert witnesses, serving clients nationwide with a large expert network. The Director of Business Development will drive new business and expand existing accounts within defense and commercial law, insurance carriers, and in-house counsel relationships. The role focuses on building a book of business and leading complex, full-cycle sales to grow the division.

• Build and maintain a sales pipeline through targeted outbound outreach (cold calls, networking, industry events, referrals) and manage inbound leads within assigned territory.
• Manage inbound requests for information from law firms and insurance carriers.
• Identify and engage decision makers (e.g., managing partners, claims executives, risk leaders, practice group heads, procurement stakeholders).
• Expand relationships within new and existing organizations to drive repeat business and broader engagement.
• Own the full sales cycle from outreach and discovery through proposal, negotiation, and close.
• Develop sales strategies, messaging, and positioning tailored to defense and insurance audiences.
• Collaborate with operations and service delivery teams to ensure consistent client value delivery.
• Maintain deep knowledge of defense litigation trends, insurance carrier workflows, and related business challenges.

• 5+ years of full-cycle B2B sales experience with strong outcomes in new business development and account growth, including long-tail/long sales cycles.
• Proven success selling to institutional clients; preference for experience selling into defense law firms and/or vendor-focused decision makers within insurance carriers.
• Strong outbound prospecting and consultative selling skills (cold calling, networking, executive outreach).
• Comfort with complex buying processes and long sales cycles.
• Exceptional communication, negotiation, and relationship-building abilities.
• Ability to work independently and collaboratively in a fast-paced, entrepreneurial environment.
• Proficiency with CRM tools (Salesforce preferred) and sales engagement technology.
• Willingness and ability to travel nationally up to 25% of the time.

• Travel required: up to 25% national travel.
• High-visibility role with engagement across departments and locations.
• Benefits include collaborative culture, health/dental/vision options, significant 401(k) match, and unlimited PTO after two years of service.