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

Are you passionate about using AI tools?

Do you enjoy collaborating cross-functionally to deliver on common goals?

About our Team

LexisNexis Legal & Professional, which serves customers in more than 150 countries with 11,300 employees worldwide, is part of RELX, a global provider of information-based analytics and decision tools for professional and business customers.

About the Role

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)

Work in a way that works for you

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

About the Business

LexisNexis Legal & Professional provides legal, regulatory, and business information and analytics that help customers increase their productivity, improve decision-making, achieve better outcomes, and advance the rule of law around the world. As a digital pioneer, the company was the first to bring legal and business information online with its Lexis and Nexis services.

Primary Location Base Pay Range: Home based-New Jersey $119,196 - $190,404. Total Target Cash Range: $183,645 - $293,355. Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

If performed in New York, the base pay range is $108,400 - $201,200, the total target cash range is $166,900 - $309,700.If performed in New York City, the base pay range is $118,200 - $219,600, the total target cash range is $182,000 - $337,800.If performed in Rochester, NY, the base pay range is $98,500 - $183,000, the total target cash range is $151,700 - $281,500.U.S. National Base Pay Range: $98,500 - $183,000, Total Target Cash Range: $151,700 - $281,500. Geographic differentials may apply in some locations to better reflect local market rates.Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.

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