The Role
Drive net-new Law.com subscriptions across EMEA by building pipeline, executing outbound sales, engaging senior stakeholders, delivering demos and proposals, negotiating contracts, and closing complex B2B deals. Develop regional go-to-market strategy with Marketing, Product, Revenue Operations, Customer Success, and the US team. Provide market intelligence, refine sales processes, support future hiring, and represent Law.com at relevant events and client meetings.
Summary Generated by Built In
Law.com is one of the most recognised and trusted destinations for legal insight, news, and intelligence in the US market. With strong demand from international law firms, corporates, and professional services clients, we are now expanding the Law.com proposition into EMEA with a dedicated focus, resource, and ambition.
This is a pivotal new role within the Practice Area Subscriptions division. The Business Development Manager will spearhead Law.com’s entry into EMEA as a standalone revenue line—building pipeline from scratch, shaping the GTM approach, and acting as the commercial bridge between the US Law.com team, Marketing, Product, and Revenue Operations. This role combines strategic commercial thinking with hands‑on new business execution.
Role Purpose
To drive net‑new subscriptions for Law.com across EMEA by building a repeatable sales motion, engaging senior stakeholders across the region, and positioning Law.com as an essential intelligence platform for legal and business decision‑makers. The role blends proactive outbound activity with structured GTM development.
Key Responsibilities
New Business Acquisition & Pipeline Leadership
- Build and execute a targeted regional plan to introduce Law.com to high‑value EMEA prospects (law firms, in‑house teams, alternative providers, professional services).
- Lead all outbound efforts: identifying prospects, initiating first conversations, and driving opportunities through to close.
- Develop senior “champions” and multi‑stakeholder buying groups, navigating complex organisational structures to secure subscriptions.
- Deliver high‑quality product demos, proposals, and commercial negotiations with confidence and precision.
- Represent Law.com at events, conferences, and client meetings across relevant EMEA territories (occasional travel required).
Go‑to‑Market Strategy & Cross‑Functional Enablement
- Work closely with the US Law.com leadership team to ensure alignment on product positioning, messaging, pricing, and roadmap implications.
- Collaborate with Marketing to build a region‑specific pipeline acceleration plan: campaigns, content, events, lead routing and nurture.
- Partner with Revenue Operations to define forecasting rhythms, pipeline quality standards, and reporting requirements.
- Provide market intelligence (competitive, sector, persona‑level insights) to shape EMEA product‑market fit and GTM evolution.
Internal Collaboration & Future Leadership
- Work with Customer Success and Account Management to ensure seamless onboarding and handover for all new wins.
- Document and refine a repeatable sales methodology tailored to EMEA market nuances.
- Contribute to hiring plans, process design, and onboarding frameworks as the team expands—positioning the role for future management responsibility.
- Act as an internal subject‑matter advocate for Law.com across the wider Practice Intelligence group.
Skills Knowledge and Expertise
Essential
- Proven track record of B2B new business sales, ideally within legal, compliance, information, SaaS, or media intelligence sectors.
- Exceptional communication, negotiation, and presentation skills with the ability to “own the room” across senior audiences.
- A disciplined and highly self‑motivated approach to prospecting, pipeline generation, and deal progression.
- Experience managing multi‑stakeholder sales cycles, including procurement, legal, and technical review.
- Comfort operating autonomously in an early‑stage market environment—resourceful, structured, and commercially creative.
Desirable
- Exposure to launching products or propositions into new geographic regions.
- Understanding of law firm and corporate legal department buying behaviours across EMEA.
- Familiarity with CRM best practices, forecasting standards, and outbound sales methodologies.
Success Metrics
- Achievement of quarterly and annual new business revenue targets for Law.com EMEA.
- Growth of a healthy, high‑intent pipeline aligned to ICP and market priorities.
- Demonstrated influence on the development of EMEA‑specific GTM frameworks, messaging, and pricing evolution.
- Positive internal stakeholder feedback from Revenue Operations, Marketing, Product, and the US Law.com team.
- Clear progression toward leadership readiness as the EMEA Law.com team scales.
Candidate Profile
You are a seasoned new‑business hunter with a strategic mindset and the confidence to build something from the ground up. Highly articulate, commercially sharp, and driven, you thrive in roles where accountability is high and results are visible. You can operate independently but collaborate instinctively—and you are motivated by the opportunity to influence a major market expansion and shape a growing commercial function.
About Centellic
Centellic stands at the center of the markets it serves, empowering organizations with indispensable data and insight to make critical decisions on growth, risk and opportunity.
Through proprietary data, deep market expertise and AI-enabled technology, our platforms are embedded in client workflows. That capability is underpinned by our events, which bring the market together to share perspective and deepen understanding of the issues shaping each sector. Together, they give organizations earlier visibility of emerging trends, and the clarity and confidence to act when decisions matter.
At Centellic, we’re a global intelligence and information services business, setting the standard for how critical business decisions are made.
Why Centellic?
At Centellic, we help our clients make better decisions, and our people are at the heart of that work. Every individual plays an important role in this, bringing curiosity and high standards to everything they do.
Those who thrive here take ownership, care deeply about their work and are committed to excellence. Standards are high because our people set them that way. And while we have decades of expertise, we are still growing, pushing and building something extraordinary.
Centellic’s advantage is our people and the culture we’ve created together. It’s an environment where individuality is encouraged, relationships are genuine, and there’s a strong sense of purpose in what we’re building together. Collaborative, respectful and driven, we take our work seriously without taking ourselves too seriously.
Benefits
Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported:
Start of employment:
- Eye care
- Employee Assistance Programme
- A day off for your birthday
After 3 months employment:
- Pension (4% employer contribution and 4% employee contribution)
After 4 months employment:
- Life assurance
After probation:
- Cycle to work scheme
- Season ticket loan
- £350 annual wellbeing allowance to contribute to gym memberships or fitness classes
- Puregym access
- Perks at work platform access
After 1 year service:
- Private healthcare
Additional Perks:
- Company socials
- Access to Employee Affinity Networks
- Mentoring scheme
- Volunteering Day
- Mortgage Advice
- Work from anywhere (2 weeks)
- Generous parental leave
We are committed to making our organisation an inclusive, respectful & engaging place to work with a culture shaped by our core values that promote equality, collaboration & respect in everything we do. We are proud to be part of the Disability Confident Scheme, meaning we are committed to being inclusive and accessible, which starts with our application and recruitment process. If you do require any reasonable adjustments to be made, please let us know as part of our application page.
‘We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability.’
‘We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability.’
About
Please visit our website for more information.
Skills Required
- Proven track record of B2B new business sales, ideally in legal, compliance, information, SaaS, or media intelligence sectors
- Exceptional communication, negotiation, and presentation skills with senior audiences
- Disciplined and self-motivated approach to prospecting, pipeline generation, and deal progression
- Experience managing multi-stakeholder sales cycles involving procurement, legal, and technical review
- Ability to operate autonomously in an early-stage market environment
- Experience launching products or propositions into new geographic regions
- Understanding of law firm and corporate legal department buying behaviors across EMEA
- Familiarity with CRM best practices, forecasting standards, and outbound sales methodologies
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The Company
What We Do
Law Business Research (LBR) is a technology-enabled information services business powering the global legal industry with intelligence, analytics and performance data. We are a fast-growing, innovative company with a dynamic and diverse culture, and we take great pride in delivering a world-class, cutting-edge service to our global clients. By applying the latest technology to the fast-moving legal world, we enable our users to find their competitive edge and decide with confidence, armed with the insight they need. LBR delivers trusted intelligence and insight to users around the world through a range of tools and platforms that combine proprietary data and unique analysis. We make sense of complex, fast-changing information and enhance critical decision-making. With an international team of over 500 experienced professionals, LBR has a proven track record of informing, engaging and connecting legal practitioners. Our specialist platforms help clients enhance their decision-making, manage legal risk and drive improved performance.
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