Director of Business Development

DemandLane is a technology first company focused on case acquisition for law firms. DemandLane specializes in mass tort case acquisition, leveraging vertical integration to deliver predictable results and improve client acquisition efficiency. Our senior product, marketing, and engineering leaders span the United States, Europe and Asia each with a track record of launching successful products. DemandLane offers a fast-paced environment, performance-based pay, and a remote-first culture with global collaboration.

Role Overview

The Director of Business Development will lead the growth of our partnerships with plaintiff law firms. You will own the full business development cycle, from prospecting to closing six-to-eight figure investments. All while aligning with internal product, marketing, and operations teams to ensure predictable delivery and client success.

Key Responsibilities

• Market Development & Pipeline

  • Identify and engage plaintiff law firms actively acquiring signed mass tort cases.

  • Build and maintain a national pipeline segmented by firm size, tort focus, and intake capacity.

  • Map decision-makers (Partners, CMOs, Intake Directors) and understand their buying criteria.

  • Track MDL/CCD updates, advertising climates, and intake trends to inform outreach timing.

• Full-Cycle Business Development & Closing

  • Manage the full cycle: discovery, ROI modeling, pilot design, retainer close, and expansion.

  • Develop tailored offers aligned to intake pacing, state coverage, quality assurance, and compliance.

  • Negotiate commercial terms that balance client goals and internal delivery capabilities.

  • Maintain CRM discipline for pipeline management, forecasting, and performance tracking.

• Client Success & Expansion

  • Partner with operations to launch controlled pilots and transition firms to ongoing retainer relationships.

  • Monitor pacing, lead quality, and client objectives; identify cross-tort expansion opportunities.

  • Collaborate with legal and marketing teams to ensure alignment and consistent delivery standards.

  • Represent the company at industry events such as MTMP, coordinating targeted meetings and follow-ups.

• Strategic Leadership & Insights

  • Develop and execute a business development strategy to drive growth in mass tort acquisition services.

  • Conduct market analysis, assess case viability, and prepare business proposals for new campaigns.

  • Track and report on revenue targets, pipeline activity, and conversion rates.

  • Stay informed on regulations, advertising rules, and compliance requirements relevant to mass torts.

Qualifications & Skills

• At least 5 years in plaintiff/legal marketing or related field.

• Proven experience supporting or closing six-figure retainer or CPL/CPA programs.

• Strong understanding of mass tort litigation and client acquisition models.

• Excellent communication, discovery, and negotiation skills with executive-level clients.

• Data-literate with CRM proficiency (HubSpot or Salesforce) and comfort with CPL/CPA analysis.

• Familiarity with consent, TCPA, and compliance-safe advertising practices.

• Self-starter with disciplined follow-through in a remote, fast-paced environment.

• Willingness and ability to travel for conferences and client meetings.

• Strong relationships with plaintiff law firms and ecosystem partners (intake vendors, funders, case maturation, etc).