Strategic Business Development Lead – AI Solutions for Large Law- Upsell (JD Required)

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 (Upsell 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 create expansion opportunities and demonstrate the value of our AI offerings to existing customers.  

Responsibilities 

• Partnering with Account Managers to understand customer needs, shape pursuit strategies, and drive expansion opportunities from qualification through close, including 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. 

Requirements 

• 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 expansion mindset (pipeline/revenue ownership) to drive transformation and growth with existing customers. 

• 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. 

• Be able 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. 

Success Metrics 

• AI opportunities created and revenue closed  

• Conversion cycle progression, effective at moving prospects towards signing a deal. 

• Successful implementation and adoption (playing an oversight/influencing role with post-sales teams)