[Hiring] Strategic Business Development Lead – AI Solutions @Elsevier

Role Description

LexisNexis is transforming how law firms and legal teams deliver work, and we are looking for exceptional former AmLaw firm attorneys to help lead that change. The Strategic Business Development Lead (New Business Focus) is a senior, consultative, customer-facing role that operates alongside our sales professionals to originate, shape, and progress complex enterprise opportunities. You will build trusted relationships with senior law firm stakeholders, conduct in-depth discovery, and deliver tailored demonstrations and insights to help our sales team successfully generate new opportunities and demonstrate the value of our services to prospective customers.

Responsibilities

• Partnering with Account Executives to research prospects, shape pursuit strategies, and drive opportunities from initial outreach through close, including gaining first meetings, positioning, objection handling, and driving stakeholder alignment.
• Engaging managing partners, practice chairs, and firm leadership to understand priorities and position LexisNexis as a trusted partner in legal AI and workflow transformation.
• Leading senior-level discovery and structured workflow analysis to diagnose challenges, map decision makers/champions, and identify value levers, inefficiencies, and measurable ROI opportunities.
• Translating legal workflows into clear, commercially compelling use cases and solution strategies, aligned to practice areas and firm strategic objectives.
• Designing and delivering tailored, insight-led demonstrations and high-impact presentations that connect workflow insight, product capability, and commercial outcomes across 1:1, small group, and large group settings.
• Developing bespoke proof-of-concept engagements to validate value and build confidence; serve as the Voice of the Customer by partnering with product/engineering/marketing/strategy, informed by customer/competitor/market research, and represent LexisNexis at industry events and executive briefings.

Qualifications

• Have a JD with 3+ years of experience practicing law at an AmLaw 50 law firm.
• Have a background in corporate, finance, disputes/litigation, or other complex practice areas with demonstrable client-facing experience (preferred).
• Be able to operate effectively in a target-driven, revenue-accountable role with a clear hunter mindset (pipeline/revenue ownership) to win new logos.
• Have experience establishing credibility with partners, firm leadership, and senior in-house counsel through strong executive presence, legal expertise, and AI fluency.
• Be able to deliver persuasive, insight-led presentations and demonstrations that engage both legal and business stakeholders (including impromptu whiteboard-style and formal presentations/demos).
• Demonstrate a deep understanding of legal workflows, legal service delivery models, and emerging legal technology trends - able to translate this into tailored, workflow-specific value narratives.
• Demonstrate curiosity, intellectual enthusiasm, and conviction about how AI and legal technology can transform legal workflows and client delivery.
• Have the ability to collaborate effectively across teams (sales, marketing, product, client success) to deliver unified client engagement strategies. Sales or customer-facing experience (including law firm business development, secondment, or experience directly managing law firm client matters/relationships) is a plus.

Requirements

• Meetings booked and opportunities created.
• Revenue closed.
• Conversion cycle progression, effective at moving prospects towards signing a deal.

Benefits

• Promote a healthy work/life balance across the organization.
• Numerous wellbeing initiatives.
• Shared parental leave.
• Study assistance and sabbaticals.