Business Development Specialist - Crm Intelligence

PilieroMazza, PLLC a business law firm, is seeking a proactive, analytical, and business-minded professional to manage and advance the firm’s CRM, contact data, relationship intelligence, and experience management capabilities.

The CRM and Business Development Intelligence Specialist will be responsible for maintaining accurate, actionable client and prospect data and using that information to support relationship development, targeted outreach, attorney business development, and firmwide strategic initiatives. The ideal candidate will combine strong CRM and data-management expertise with curiosity, sound business judgment, and the ability to translate data into practical recommendations.

This position reports to the Director of Business Development, and is a hybrid role based out of our office in Washington, DC.

Key Responsibilities

CRM Management and Data Governance

• Own the day-to-day administration, maintenance, and continuous improvement of the firm’s CRM and related business development technologies.
• Maintain accurate and complete records for contacts, companies, relationships, activities, events, and other business development information.
• Conduct regular audits to identify and resolve duplicate, incomplete, inconsistent, and outdated records.
• Establish and maintain clear data-entry, data-quality, and data-governance standards.
• Manage contact imports, exports, updates, reconciliations, and event-related data uploads.
• Build and maintain targeted mailing lists and audience segments for client communications, events, campaigns, and attorney outreach.
• Monitor compliance with applicable privacy, consent, and email-marketing requirements and the firm’s data-management standards.
• Identify, recommend, and implement improvements to CRM processes, workflows, functionality, integrations, and user experience.
• Support CRM testing, configuration, documentation, upgrades, and system enhancements.

Business Development and Relationship Intelligence

• Analyze CRM and engagement data to identify business development opportunities, priority relationships, referral sources, inactive contacts, cross-selling possibilities, and follow-up needs.
• Translate CRM data into concise, actionable insights and recommendations for the BD team, attorneys, practice groups, and firm leadership.
• Prepare pre-event contact intelligence and coordinate post-event follow-up, including contact assignments, next steps, reminders, and status reporting.
• Monitor client and prospect engagement with firm communications, events, webinars, and campaigns and recommend appropriate follow-up activity.
• Partner with the BD team to improve the capture and tracking of opportunities, relationship activity, and business development outcomes.
• Develop dashboards and reports that provide visibility into engagement, follow-up activity, CRM adoption, data quality, and other agreed-upon business development indicators.
• Conduct internal and external research to enrich CRM data and support targeted business development initiatives.

Experience and Matter Intelligence

• Partner with Business Development, Finance, attorneys, and other stakeholders to maintain accurate client, matter, industry, and experience information.
• Collect, organize, classify, and maintain representative matters and attorney experience for use in pitches, proposals, RFP responses, website content, and other marketing initiatives.
• Support the continued development of the firm’s experience and matter intelligence processes.
• Identify data gaps and coordinate with relevant stakeholders to obtain and validate missing information.
• Create standard and ad hoc reports for pitches, proposals, practice group planning, client development, and strategic firm initiatives.

CRM Adoption and User Support

• Serve as a trusted CRM resource for attorneys, the BD team, and other firm users.
• Provide user guidance, training, troubleshooting, and practical recommendations that improve CRM adoption and data quality.
• Translate business requirements into effective CRM processes, reports, workflows, and solutions.
• Develop clear documentation and user guidance for recurring CRM and data-management activities.
• Build collaborative relationships with internal stakeholders and external technology providers.

Project Management

• Manage CRM, data, reporting, and business development projects from planning through completion.
• Prioritize competing requests and maintain accuracy while working in a deadline-driven environment.
• Communicate project status, risks, dependencies, and recommended next steps.
• Respond to ad hoc CRM, research, reporting, and business development requests with professionalism and sound judgment.

Required Qualifications

• Bachelor’s degree in marketing, business, communications, information systems, data analytics, or a related field, or equivalent relevant experience.
• Three (3) to five (5) years of experience managing or supporting a CRM, preferably within a law firm or other professional-services environment.
• Hands-on experience with contact management, data cleansing, deduplication, imports, exports, segmentation, list management, reporting, and data-quality controls.
• Demonstrated ability to analyze data and present clear, actionable business insights.
• Experience supporting business development, marketing campaigns, events, client outreach, or relationship-management initiatives.
• Strong Microsoft Excel skills and proficiency with Word, PowerPoint, and database applications.
• Excellent organizational, project-management, written, verbal, and interpersonal communication skills.
• Ability to work independently, take ownership of responsibilities, manage changing priorities, and follow projects through completion.
• Strong attention to detail, discretion, responsiveness, and commitment to excellent internal client service.

Preferred Qualifications

• Experience with HubSpot;
  experience with InterAction, Salesforce, Microsoft Dynamics, Foundation, or comparable platforms is also valuable.
• Experience with CRM workflows, automation, system integrations, testing, or enhancement projects.
• Familiarity with email-marketing and digital-marketing platforms.
• Experience supporting legal-industry pitches, proposals, RFP responses, experience management, or matter data.
• Familiarity with government contracting or federal market information resources, including SAM.Gov.
• Experience creating CRM dashboards, engagement reports, or business development analytics.

Professional Attributes

The successful candidate will be:

• Proactive and intellectually curious.
• Comfortable taking ownership and recommending solutions.
• Able to recognize the business implications behind the data.
• Diplomatic and persistent when gathering information or encouraging CRM adoption.
• Confident working with attorneys, leadership, and nontechnical users.
• Service-oriented, collaborative, and responsive.
• Meticulous about data quality without losing sight of broader business development goals.
• Able to convert information into clear priorities and practical next steps.

What Success Looks Like

Success in this role will be demonstrated through accurate and actionable CRM data, increased confidence in CRM reporting, improved adoption and participation by firm users, effective event and campaign follow-up, stronger visibility into important relationships and engagement activity, and useful business development recommendations that help attorneys and the firm pursue opportunities more strategically.

PRINCIPALS ONLY, NO RECRUITERS, PLEASE.