Business Development Manager
Business Development ManagerThe Estate Lawyers, APC | Trust, Probate & Estate Litigation | CaliforniaWe Help People Navigate the Legal Problems That Arise With Death And Incapacity.You'll Build the Relationships That Bring Them to Us.At The Estate Lawyers, we litigate on behalf of trustees facing lawsuits and beneficiaries who've been taken advantage of. Our work is meaningful — and the relationships that sustain it matter just as much.We're growing, and our attorneys are active in the world — networking, speaking, building visibility. What we need now is someone who takes those moments and turns them into lasting referral relationships. Someone who values the follow-through as much as the first conversation. Someone who finds real satisfaction in building a system that works consistently, quietly, and well.If you naturally keep a running list, follow up without being reminded, and genuinely enjoy nurturing professional relationships over the long haul — this might be the right fit.What You'll OwnYou'll be the keeper of our referral relationship engine:Building and managing structured touch plans for our top referral partnersEnsuring every lunch, event, and meeting has a documented next stepDriving consistent, professional follow-up — typically within 24–48 hoursTurning one-off interactions into multi-touch, long-term relationshipsCoordinating attorney prep packets, gifting programs, and relationship calendarsSupporting speaking, podcast, and event opportunities from intake through follow-throughMaintaining referral-source database hygiene in partnership with our marketing teamFreeing up attorney time so their BD efforts go furtherThis role sits at the center of our revenue growth — and you'll have real ownership of it.HubSpot & Marketing InitiativesWe work with a third-party vendor who handles the technical buildout of HubSpot — so you won't be building pipelines from scratch. What we do need is someone who knows their way around the platform: running marketing initiatives, sending newsletters, tracking engagement metrics, and knowing what "working" looks like when a campaign is gaining traction.If you've used HubSpot to manage relationships, measure outreach activity, or support a marketing calendar — that's the experience we're looking for.What This Is (And What It Isn't)This is a relationship-operations role — equal parts strategy, execution, and follow-through.You won't be responsible for:HubSpot architecture or technical configurationWriting or designing newsletter content from scratchPaid media, SEO, or website managementYou will be responsible for making sure nothing falls through the cracks.What Success Looks LikeReferral partners hear from us consistently and professionallyEvery meaningful interaction has a next step — documented and followed throughDormant referral sources are reactivatedAttorneys spend less time coordinating and more time buildingReferral relationships evolve into predictable pipelinesKey Metrics: Monthly touchpoints completed, active account plans, post-event follow-up rate, reactivated dormant sources, referral-originated clients, attorney BD time saved.You Might Be a Strong Fit If…You have BD experience in professional services — law, wealth management, accounting, or consultingYou're organized by nature — systems aren't a burden, they're how you thinkFollow-up comes naturally to you; it's not a habit you've had to buildYou understand that relationships are built through consistency, not one-off lunchesYou have a professional presence and can hold your own with attorneys and senior professionalsYou're comfortable using HubSpot (or a similar CRM) to manage activity, track outreach, and support marketing initiativesYou take quiet pride in the details others overlookThis Probably Isn't the Right Fit If…You prefer creative or content-focused work over relationship executionYou need frequent direction to stay organized and on taskYou view tracking activity as overhead rather than insightYou think BD is mostly about the lunchOur CultureStay Hungry — proactive, builder mentality, always looking for the next opportunityRadical Candor — clear, direct, kind communicationRadical Respect — professional, trustworthy, high standardsTeam Win / Client Win — collaboration over egoNo Jerks Allowed — we take the work seriously, not ourselvesQualifications5+ years in business development within professional servicesProven success building B2B referral relationshipsExperience managing long-cycle, relationship-driven pipelinesComfort working with senior professionals (attorneys, partners, executives)Strong communication, organization, and reporting disciplineBachelor’s degree required; advanced degree a plusCompensation & Benefits$130,000–$160,000 base plus performance bonusesFull-time | Exempt | HybridLocation: Irvine, CA401(k) with match, health/dental/vision, PTO, parental leaveProfessional development and real growth opportunityThis role is for someone who finds meaning in the follow-through — who builds trust one consistent touchpoint at a time, and who takes pride in a system that never lets a relationship go cold.Ready to Apply?If this role resonates with you, we'd love to hear from you. Send us your resume and a brief note — not a cover letter, just a few sentences — telling us about a referral relationship you built or maintained that you're genuinely proud of. What made it work? What kept it alive?We review every application personally. Please send your materials to amy@theestatelawyers.com