Job Title: Business Development & Sales Manager
Location: WFH, need to travel to London regularly
Working Pattern: Part-time (2.5 days per week, including occasional evening events)

Salary: £20,000 – £30,000 plus commission

Role Overview

We are seeking a commercially driven Business Development & Sales Manager with law firm experience (ideally a qualified lawyer) to build and manage a structured, repeatable pipeline of work across the firm, which directly drives revenue growth across priority areas

This is not a traditional legal BD support role. You will share ownership of pipeline generation, outreach, and opportunity progression with our founder/CEO. You will  work closely with the Head of Marketing, who leads brand, positioning, and demand generation.

Working as a team with the founder you will act as the bridge between legal expertise and commercial opportunity, translating client needs, qualifying work, and ensuring our directors are engaged at the highest-value stage of the sales process.

Key Responsibilities

1. Pipeline Generation & Outreach

• Execute targeted outbound BD campaigns (LinkedIn, email, introductions)
• Generate a consistent flow of qualified meetings aligned to firm priorities
• Use insight-led, commercially relevant messaging (not generic legal outreach)
• Build relationships with prospects, clients, and referrers

2. CRM & Pipeline Management

• Own and manage the sales pipeline within HubSpot
• Track all activity, opportunities, and relationship development in HubSpot, ensuring it is the single point of truth for all live opportunities (deal value, expected close date, conversation progress etc)
• Maintain clear visibility on deal stages and next actions
• Ensure consistent and disciplined CRM usage by all users
• Attend a weekly meeting with the Founder to discuss opportunities and to update HubSpot with founder deals
• Monitor ongoing ‘client’ inbox and transfer data to HubSpot

3. Opportunity Qualification & Conversion

• For your new contacts, you will qualify leads before director involvement (including assessing legal fit and commercial viability)
• Prepare directors for meetings (briefings, objectives, background)
• Attend key meetings where appropriate
• Drive post-meeting follow-up and momentum
• Coordinate and support proposal development through our proprietary BD process technology
• Actively manage opportunities through to conversion

4. Client Growth & Account Development

• Support structured client review processes
• Identify cross-selling and upselling opportunities across practice areas
• Work with team to expand existing client relationships
• Maintain ongoing contact with key clients where appropriate

5. Referral & Relationship Programme

• Working with marketing build and manage a structured referrer network (e.g. accountants, consultants)
• Maintain a consistent contact cadence with key referrers
• Track referral activity and identify high-value relationships
• Proactively identify opportunities to deepen relationships

6. FL-owned Event Execution & Follow-Up

• Work with Marketing on targeted FL-owned events and those created in partnership with referrers (e.g. roundtables/webinars etc)
• Working with CEO and Marketing, identify and prioritise attendees
• Attend FL owned events and lead relationship Follow-up personal contacts from events to convert attendees into opportunities.
• Follow up personally with any attendees showing engagement with post-event marketing activities

7. Non-FL Owned Event Execution & Follow-Up

• Identify and deputise for CEO at non-owned events in the SME and Legal sectors
• Follow-up with new prospects in a timely manner, ensuring contacts are incorporated into CRM

 

8. Collaboration with Marketing

• Work closely with the Head of Marketing on campaign priorities and focus areas
• Provide real-time market feedback to refine messaging and targeting
• Use marketing content and campaigns to support BD activity
• Ensure alignment between outbound BD and broader marketing strategy

What You Will Not Be Responsible For

• Writing marketing content or managing social media channels
• Designing campaigns or brand strategy
• General administrative support for partners

(These sit within the Marketing function)

Key Metrics (Success Measures)

TBC

Skills & Experience

Essential:

• Experience working within a law firm (fee-earning or BD role)
• Strong understanding of legal services and client needs
• Proven ability to build relationships and generate opportunities
• Experience managing pipelines and using CRM systems (ideally HubSpot)
• Commercial awareness and ability to assess the quality of an opportunity
•  

Highly Desirable:

• Qualified lawyer (current or former)
• Experience transitioning from fee-earning into BD/sales
• Experience in a growth-focused or entrepreneurial firm

Personal Attributes

• Commercially minded with strong legal intuition
• Credible with directors, consultants and senior clients
• Proactive, structured, and process-driven
• Persistent and resilient in outreach
• Able to translate legal expertise into client-relevant conversations

Why This Role Is Different

• Clear ownership of pipeline and revenue generation
• Strong marketing function already in place, no need to “do everything”
• High level of autonomy and direct impact on firm growth

Download the Job Description

Farringford Legal Careers