Work with us

Senior Business Development Manager – IFLR (Middle East and Africa) – London

About us

Legal Benchmarking Group delivers high-impact research, rankings, insights, awards, and events for global law and tax advisory firms. The business is home to a portfolio of widely recognized brands across the intellectual property, tax, litigation, and financial & corporate legal markets. Its strategic focus is to provide products that support clients’ business development workflows through trusted data and insights.

We pride ourselves on our PACCE culture: proactive, agile, customer-focused, collaborative, and entrepreneurial, which enables knowledgeable professionals to do their best work. We also believe in autonomy, accountability, passion, and a sense of humour.

Job Purpose

We are seeking an experienced and ambitious Senior Business Development Manager to drive client acquisition and grow our recurring revenue base. The ideal candidate will be passionate about B2B sales—particularly in the legal or professional services sector - and excel in a consultative, target-driven environment.

This role will manage a portfolio of clients and prospects, with clear monthly and annual targets for annual recurring revenue (ARR) and event-related revenues. You will lead the sales process across the IFLR portfolio using a solutions-based approach to deliver value and secure sustainable revenues.

The role is based in London and reports directly to the Head of Sales – IFLR- New York.

KEY RESPONSIBILITIES

• Identify and convert new business opportunities focused on ARR growth.
• Account Manage IFLRs existing ARR book of business in the regions.
• Grow revenue across IFLR Awards portfolios.
• Engage regularly with prospects to understand their business development needs and recommend tailored solutions.
• Proactively prospect through networking, marketing lead generation campaigns, and cold outreach.
• Collaborate with Analysts, Head of Sales, Insight (Editorial), and Marketing to launch new revenue streams and win new logos.
• Maintain a real-time sales pipeline in CRM, including tracking upsell, renewals, and lost opportunities.
• Report and forecast sales progress accurately to senior management.
• Conduct effective outbound outreach (email, phone, LinkedIn, events) to generate and nurture qualified leads.
• Deliver engaging product demos and consultative sales conversations aligned to client goals.
• Close new subscription sales and consistently achieve or exceed monthly and annual sales targets.
• Provide feedback from the market to inform product and marketing strategy.
  
  

  Skills, Experience & Attributes

  Required Experience & Competencies:

• 3+ years of B2B sales experience - preferably in subscriptions, SaaS, data, or insights products.
• Track record of exceeding sales targets in a consultative selling environment.
• Strong commercial acumen and negotiation skills.
• Excellent verbal, written, and virtual presentation skills.
• Proficiency with Salesforce or similar CRM tools.
• Ability to work independently and remotely while contributing to a global team.
• High level of professionalism when engaging with senior-level decision makers.
  
  

  Preferred Attributes:

• Experience selling accreditation or subscription products to the legal market is highly desirable.
• Entrepreneurial mindset and a proactive, tenacious sales approach.
• Exceptional time management and organisational skills.
• Experience selling ARR subscription products.
• Experience selling awards/event-related products (e.g., table packages, sponsorship, amplification services).
• Confident in leading negotiations and finalising sales agreements.
• Familiarity with performance-based reporting, and accurate forecasting.
• Willingness to travel internationally - typically four trips per year.
  
  

  COMPESATION AND BENEFITS

  
  We offer a competitive compensation package, depending on skills, qualification, experience, and location, as well as paid holiday and volunteer days. Our comprehensive benefits package includes medical and vision coverage, employer matching retirement plan, and flexible working arrangements (with attendance in the office of 2 days per week). Our total compensation packages may also include competitive annual performance bonuses or commissions, depending on the role. These will be discussed with you during the interview process.
  
  Legal Benchmarking Group is committed to equal employment opportunity and will consider applicants regardless of gender, sexual orientation, age, ethnicity and origins, marital status, religion, disability, or any other protected characteristic.