Director of Business Development (Mass Tort)

Overview

The Director of Business Development is a senior hunter-focused sales role responsible for driving new revenue for Epiq across the Mass Tort markets. This business developer identifies high-value prospects, builds strong executive relationships, and closes complex services deals that expand Epiq's footprint in large-scale litigation support.

Key Responsibilities

• New Logo Sales & Pipeline Growth: Identify, target, and engage prospective law firms, corporations, and litigation stakeholders. Build and manage a qualified pipeline that consistently generates new clients and revenue. Lead full-cycle sales efforts—from prospecting and discovery through proposal development, negotiation, and close.
• Consultative Selling & Solution Positioning: Conduct strategic discovery to understand client needs in mass tort. Deliver compelling presentations, demos, and RFP responses that showcase Epiq's capabilities. Negotiate agreements that maximize client value while aligning with Epiq's revenue goals.
• Strategic Sales Execution: Develop territory plans and go-to-market strategies based on market conditions and competitive insights. Analyze sales metrics to refine approach and maintain consistent revenue momentum.
• Client Relationship Development: Build trust-based relationships with litigation leaders, attorneys, corporate decision-makers and judges. Act as a knowledgeable advisor on mass tort administration trends, risks, and best practices.
• Cross-Functional Collaboration: Partner with Operations, Marketing, and Subject Matter Experts to craft tailored solutions. Ensure smooth transition of clients to delivery teams while maintaining strategic oversight. Represent Epiq at conferences, industry events, and thought leadership opportunities.
• Forecasting & Reporting: Maintain accurate CRM entries, pipeline updates, revenue forecasts, and sales reporting. Communicate deal status and future projections clearly to senior leadership.

Qualifications

• 7+ years of proven new business sales experience within legal services, mass tort/MDL support markets.
• Strong track record of exceeding revenue targets and closing consultative, complex deals.
• Executive communication, negotiation, and presentation excellence.
• Expertise in prospecting, pipeline management, and solution selling.
• Bachelor's degree required; JD or advanced degree is a plus.
• Sales certifications (e.g., CSLP) beneficial.
• Ability to travel to client meetings and industry events; U.S. work authorization required.

About Epiq

Epiq is a global leader in technology-enabled legal services, specializing in mass tort and class action administration, eDiscovery, and large-scale claims management. We help legal teams tackle high-volume, complex matters with confidence through advanced technology, proven processes, and unmatched expertise.

Pay

• Compensation range: $120,000–$150,000 USD annually, with eligibility for an annual bonus and/or commission plan (uncapped earning potential).
• Specific salary determined by location-based market rate, abilities relative to the job specification, performance during screening and interview, and pay parity with the wider team in the considered location.
• Further details about the package provided during the initial screening call with the Talent Acquisition Team.