Director of Business Development - Defense Law

About Expert Institute

Expert Institute is the leading technology platform that connects litigation attorneys with expert witnesses. As the largest player in a multi-billion-dollar market, we’ve only just begun to tap into the whitespace with ~2% market share. We serve thousands of clients in all 50 states, supported by over 1M in-network experts and a support staff of 100+. Joining our team means stepping into a fast-growing, profitable, technology business at an early stage of its journey. 

As a Director of Business Development, you will join an established, high-growth sales organization within a division at a pivotal early stage. You will have the autonomy to build your own book of business, identifying and capitalizing on opportunities for new business growth and account expansion. In this role, you will lead relationship development with defense & commercial law firms, insurance carriers, and in-house counsel, forging new accounts while expanding our footprint within existing relationships. This position offers strong opportunities for growth within the team.  (Travel Required.)

What You’ll Do

• Build and maintain a robust sales pipeline through targeted outbound outreach to defense firms and insurance carriers (cold calls, networking, industry events, referrals) and inbound leads from firms in your territory.

• Manage inbound requests for information from law firms or insurance carriers.

• Lead outreach and navigation to decision makers, including managing partners, claims executives, risk leaders, practice group heads, and procurement stakeholders.

• Expand relationships within new and existing partner organizations, driving growth through repeat business and broader engagement.

• Manage the full sales cycle, from outreach and discovery through proposal, negotiation, and close.

• Develop sales strategies, messaging, and positioning tailored to defense and insurance audiences.

• Collaborate cross-functionally with operations and service delivery teams to ensure consistent value delivery to clients.

• Maintain deep knowledge of defense litigation trends, insurance carrier workflows, and related business challenges.

You’re a proven B2B sales professional with a strong track record of selling directly to law firms and growing revenue with institutional clients. You understand complex buying processes and thrive on proactive outreach and solution-oriented relationship development. You’re energized by a large, untapped market, motivated by significant financial upside, and skilled at persistently moving deals from cold outreach through negotiation and close. 

• 5+ years of full-cycle B2B sales experience, including strong results in new business development and account growth, focused on clients with long-tail close times.

• Proven success in selling to institutional clients, with a strong preference forthose expereinced selling into defense law firms and/or vendor-focused decision-makers within insurance carriers.

• Excited by and skilled in outbound prospecting (cold calling, networking, executive outreach) and consultative selling.

• Comfortable with long sales cycles and complex buying processes.

• Exceptional communication, negotiation, and relationship-building skills.

• Ability to operate both independently and collaboratively in a fast-paced, entrepreneurial environment.

• Able to travel nationally up to 25% of the time.

• Proficiency with CRM tools (Salesforce preferred) and sales engagement technology.

Work Environment

The position offers a high level of visibility and engagement with teams across departments and locations.

Benefits:

• Collaborative culture

• Strong health, dental, and vision options as well as a significant 401(k) match

• Unlimited PTO after two years of service

All information provided will be kept confidential in accordance with EEO guidelines.