Director of Business Development

Hilo Talent Partners has been engaged for the following search:

The Company

National Arbitration and Mediation (NAM) is a fast-growing, private equity-backed leader and premier provider in the Alternative Dispute Resolution (ADR) services market. Trusted by more than 10,000 commercial entities, including over half of the Fortune 100, NAM pairs exceptional case management with market-leading ADR technology. Our nationwide panel of 2,600+ neutrals features top-tier former judges and practicing specialists across commercial litigation, personal injury, medical malpractice, construction, and employment disputes.

The Opportunity

We are expanding our sales organization on the ground floor and hiring two (2) Directors of Business Development to own and scale key market segments in the New York City metropolitan area:

• Position 1 (Commercial Segment): Dedicated to commercial litigation practice groups across mid-market and boutique law firms.
• Position 2 (Personal Injury Segment): Dedicated to plaintiff and defense personal injury firms.

Both roles are relationship-driven sales positions for consultative professionals who excel at earning the trust of experienced litigators and articulating what NAM and our neutrals uniquely bring to complex daily execution will focus on two core growth motions:

• Land & Expand (70–80% Focus): Deepen relationships within established NAM client accounts and law firms. You will consult with litigators, understand specific case dynamics, and drive expand motion by introducing top-tier neutrals to new practice groups and partners.
• New Account Hunting (20–30% Focus): Proactively target, engage, and onboard net-new law firms and key litigation partners across the NYC metro area to expand NAM’s active client footprint.

Key Responsibilities

• Account Development & Expansion: Cultivate trusted relationships with litigators, managing partners, and practice group leaders within an assigned firm list, expanding case volume and active matters.
• Consultative Matchmaking: Get to know individual attorneys' case types, practice focuses, and matter dynamics to make specific, highly tailored introductions to NAM neutrals.
• New Logo Acquisition: Identify and break into target law firms, navigating senior attorney relationships to establish new working relationships with NAM.
• Market Insights & Strategy: Monitor trends in practice group growth, attorney moves, and market shifts; partner closely with internal Marketing and Panel Relations teams to ensure neutral development aligns with real ground-level demand.
• Field Representation: Actively represent NAM at bar association events, CLE programs, and ADR conferences, building visibility where key legal relationships live.
• CRM & Activity Management: Maintain accurate tracking of key relationships, activity milestones, and pipeline growth in the CRM.

Qualifications

• 7+ years of experience selling professional services into law firms (e.g., ADR, litigation support, e-Discovery, court reporting, expert witness services, records retrieval, or litigation finance).
• Demonstrated success carrying and exceeding revenue/volume targets, with a track record of building and growing a high-value account base.
• High emotional intelligence and business acumen to hold authoritative, relationship-first conversations with senior litigators and firm leaders.
• Balance a strong consultative \"land and expand\" skill set with the drive and discipline of a hunter.
• Willingness to travel regularly across the New York City metropolitan area for face-to-face meetings and industry events.

What We Offer

• Comprehensive health, dental, and vision insurance
• Disability and life insurance
• 401(k) plan with company match
• Paid time off (PTO)
• Additional voluntary benefits