Business Development Manager, UK
Actionstep UK is innovating and growing faster than anyone else in the legal practice management software space. We've grown 10x in three years and are targeting 10x again by 2030. Our team is compact, our ambition is enormous, and the results speak for themselves.
Our leadership is all-in on AI, in the product and in how we work. Salesforce and Outreach are already in place, Claude is our everyday AI tool, and Clay is rolling out across the business. We're also building an AI playbook for how our whole sales team works, and you'll help shape it.
The Opportunity
Our Account Executives close well, winning roughly a third of the opportunities we work. What we don't have is a dedicated engine creating those opportunities. There are thousands of UK law firms that could run on Actionstep, and many of them have never heard from us. Smaller firms (10 to 50 users) move quickly, often deciding within 30 to 60 days. Mid-market firms are larger, slower and worth more. Both need a better way in than a generic email sequence.
The job is to build the system that finds the right firms, at the right moment, with the right message, and prove it works with data.
What You'll Do
- Build the engine: define the ideal customer profile, build scored and tiered target lists, and set up the research, enrichment and sequencing workflows that power everything else.
- Make AI do the heavy lifting: use AI and automation for account research, signal tracking, personalisation and call prep, so every conversation is relevant and every hour goes further.
- Create qualified pipeline: source around 40 qualified opportunities a year across SMB and mid-market firms, worth around £2M in pipeline, and hand them to AEs ready to close.
- Prove it with data: own attribution in Salesforce and Outreach, track conversion at every stage, and test, measure and refine until the model is predictable.
- Partner with AEs: run clean handovers, learn from every win and loss, and design targeted campaigns with mid-market and enterprise AEs for bigger accounts.
- Write the playbook: document the engine so someone else can run it, covering targeting, sequences, qualification bar and benchmarks.
- Lead the team as it grows: once the model is proven, onboard, coach and lead SDRs hired to run inside your framework.
What Success Looks Like
- Month 1: Tooling connected to Salesforce and Outreach, scored and tiered target lists live, first sequences running.
- Month 3: Qualified opportunities reaching AEs every month, attribution clean enough to show exactly where they came from.
- Month 6: On pace against opportunity target, version one of the playbook exists with real conversion benchmarks.
- Month 12: Running at around 40 qualified opportunities and £800k of sourced closed-won ARR a year, with the case built for the first SDR hire.
The Honest Bit
This is a new function. There's no inherited pipeline, no playbook and no team on day one. You'll be building the plane while flying it, and the early months are about testing, learning and refining before the results compound. The US SDRs are already beating their plans. What we're asking you to do is build the UK version, make it better, and make it repeatable. The team comes when the model works.
About You
You're a builder. You've taken outbound from a blank page to real pipeline, and you get more satisfaction from a system that works than from a single good month. You're curious about why things work, you test fast, and you write down what you learn so others can repeat it. You earn credibility quickly with senior people, and you'd rather qualify an opportunity out than hand an AE something that won't close.
Essential Requirements
- Built an outbound engine from scratch (ICP, target lists, sequences, qualification) that created pipeline that closed.
- Builds with AI and automation tools such as Claude, ChatGPT, Clay, n8n or similar as part of everyday work.
- Turns what works into documented, repeatable process that someone else can pick up and run.
- Commercially sharp: able to judge quickly whether a firm is worth pursuing, credible with Managing Partners, COOs and Finance Directors.
- Makes decisions with data: sets up tracking, reads the numbers and changes course when they indicate it.
- Has helped others succeed in their system through onboarding, coaching or training colleagues.
Desirable
- Experience in legal, legal tech or professional services.
- A network in the UK legal market.
- Experience leading or coaching SDRs or BDRs.
- Experience with Salesforce and Outreach.
- Comfort representing a company at events and in person.
What We Offer
- £70,000 to £80,000 base, £110,000 to £120,000 OTE (commission uncapped above plan)
- Flexible, remote-first working
- Optional London offices in WeWork
- Pension contributions
- Private medical insurance
- Dental insurance
- Life insurance
- Unlimited leave
You will report to Ben Gittins, Sales Director, and work closely with Oliver Tromp, VP Sales EMEA.