- Location
- London, England, United Kingdom · published
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Source
- Workable
Description
Business Development Manager, UK
Can you build an AI-powered outbound engine so good that a new SDR could run it in their first week?
Most companies scale outbound by adding headcount and hoping. We want to do it the other way round. We're looking for one person to design, build and prove that engine for the UK legal market, and then lead the SDRs we hire to run it.
If you've already built an outbound system from nothing, and you reach for Claude, Clay or n8n before you reach for a spreadsheet, read on.
Why Actionstep, why now
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 we're targeting 10x again by 2030. Yes, we have a market-leading SaaS solution, but what sets us apart is our people: highly focused, strategic, resourceful and entrepreneurial. 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. You won't have to fight for permission to work the way you already do.
The opportunity
Our Account Executives close well. Across the UK we win roughly a third of the opportunities we work, consistently, year after year. 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.
That's the job: 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 our AEs. Run clean handovers, learn from every win and loss, and design targeted campaigns with our mid-market and enterprise AEs for the bigger accounts in their patch.
• Write the playbook. Document the engine so someone else can run it: the targeting, the sequences, the qualification bar and the benchmarks.
• Lead the team as it grows. Once the model is proven, we'll hire SDRs to run inside your framework, and you'll onboard, coach and lead them.
What success looks like
By:
Month 1
Your tooling is connected to Salesforce and Outreach, scored and tiered target lists are live, and your first sequences are running.
Month 3
Qualified opportunities are reaching AEs every month, and attribution is clean enough to show exactly where they came from.
Month 6
You're on pace against your opportunity target, and version one of the playbook exists with real conversion benchmarks behind it.
Month 12
You're running at around 40 qualified opportunities and £800k of sourced closed-won ARR a year, and you've built the case 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.
We're telling you this because we think the right person will find it exciting, not because we expect it to go wrong. We already know outbound works for Actionstep: our US SDRs are 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. That's a promise we can keep, and it's the fastest route to leading a function you designed.