[Hiring] Business Development Manager @Actionstep

Role Description

Can you build an AI-powered outbound engine so good that a new SDR could run it in their first week? Most companies scale outbound by adding headcount and hoping. We want to do it the other way round. We're looking for one person to design, build and prove that engine for the UK legal market, and then lead the SDRs we hire to run it.

If you've already built an outbound system from nothing, and you reach for Claude, Clay or n8n before you reach for a spreadsheet, read on.

What you'll do

• Build the engine. Define the ideal customer profile, build scored and tiered target lists, and set up the research, enrichment and sequencing workflows that power everything else.
• Make AI do the heavy lifting. Use AI and automation for account research, signal tracking, personalisation and call prep, so every conversation is relevant and every hour goes further.
• Create qualified pipeline. Source around 40 qualified opportunities a year across SMB and mid-market firms, worth around £2M in pipeline, and hand them to AEs ready to close.
• Prove it with data. Own attribution in Salesforce and Outreach, track conversion at every stage, and test, measure and refine until the model is predictable.
• Partner with our AEs. Run clean handovers, learn from every win and loss, and design targeted campaigns with our mid-market and enterprise AEs for the bigger accounts in their patch.
• Write the playbook. Document the engine so someone else can run it: the targeting, the sequences, the qualification bar and the benchmarks.
• Lead the team as it grows. Once the model is proven, we'll hire SDRs to run inside your framework, and you'll onboard, coach and lead them.

What success looks like

• By Month 1: Your tooling is connected to Salesforce and Outreach, scored and tiered target lists are live, and your first sequences are running.
• By Month 3: Qualified opportunities are reaching AEs every month, and attribution is clean enough to show exactly where they came from.
• By Month 6: You're on pace against your opportunity target, and version one of the playbook exists with real conversion benchmarks behind it.
• By Month 12: You're running at around 40 qualified opportunities and £800k of sourced closed-won ARR a year, and you've built the case for the first SDR hire.

About you

You're a builder. You've taken outbound from a blank page to real pipeline, and you get more satisfaction from a system that works than from a single good month. You're curious about why things work, you test fast, and you write down what you learn so others can repeat it. You earn credibility quickly with senior people, and you'd rather qualify an opportunity out than hand an AE something that won't close.

Essential

• You've built an outbound engine from scratch (ICP, target lists, sequences, qualification) and it created pipeline that closed, not just activity.
• You build with AI and automation, not just use it. Tools like Claude, ChatGPT, Clay, n8n or similar are part of how you work every day.
• You turn what works into documented, repeatable process that someone else can pick up and run.
• You're commercially sharp: you can judge quickly whether a firm is worth pursuing, and you're credible with Managing Partners, COOs and Finance Directors.
• You make decisions with data: you set up the tracking, read the numbers and change course when they tell you to.
• You've helped others succeed in your system, whether by onboarding, coaching or training colleagues.

Desirable

• Experience in legal, legal tech or professional services.
• A network in the UK legal market.
• Experience leading or coaching SDRs or BDRs.
• Experience with Salesforce and Outreach.
• Comfort representing a company at events and in person.

Benefits

• £70,000 to £80,000 base, £110,000 to £120,000 OTE (commission uncapped above plan)
• Flexible, remote-first working
• Optional London offices in WeWork
• Pension contributions
• Private medical insurance
• Dental insurance
• Life insurance
• Unlimited leave

Ready to build it?

Send us your CV and a few lines on an outbound system you've built: what it did, what tools you used and what it produced. We'd love to see the numbers.