Strategic Business Development Executive
At a glance
Mid-level Business Development role at KLDiscovery. Remote, United States · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Find, qualify, and close new enterprise accounts among law firms, corporations, and government entities
- Build your own pipeline through outbound outreach, networking, referrals, retention, and marketing partnerships
- Guide complex sales from first contact to contract, involving Legal, IT, Privacy, Procurement, and Finance
- Create tailored proposals and presentations, negotiate commercial terms, and defend value without relying on discounts
- Keep Salesforce forecasts current, reach the individual new-logo target, and hand signed accounts to Client Success and Delivery
What you bring
- At least ten years selling B2B enterprise legal technology or services, with repeated personal quota attainment at five million dollars or more
- A track record of personally winning new enterprise customers rather than only expanding an inherited account base
- Strong knowledge of legal technology, eDiscovery, or litigation-support markets and complex multi-party buying processes
- Executive-level writing and presentation ability, plus working proficiency with Salesforce or a comparable CRM
- A bachelor’s degree, willingness to travel, and experience selling through multi-month enterprise cycles
Who this fits
You’ll suit a senior individual-contributor role centered on personally sourcing and closing new enterprise business across the Americas. The job is remote in the United States, reports to the Chief Revenue Officer, and has no direct reports. Travel is part of the role for client meetings and industry events.
From the employer
KLDiscovery is seeking a Vice President, Sales to drive net-new logo acquisition for our Legal Technologies business across the Americas. This is a senior individual contributor role with no direct reports, focused on personally sourcing, qualifying, and closing new enterprise accounts that have not previously purchased KLD eDiscovery and managed review services. The successful candidate is a proven enterprise hunter who can open and win complex, multi-stakeholder deals, then partner with internal teams to ensure a smooth transition to delivery. This role carries an individual new-business revenue target and reports to the Chief Revenue Officer.
Key Responsibilities:
- Prospect, identify, and qualify net-new and current enterprise accounts across law firms, corporations, and government entities within an assigned territory.
- Build and maintain a robust personal pipeline through outbound prospecting, networking, referrals, retention, and partnership with Marketing and Sales Development.
- Manage complex, multi-month sales cycles from initial contact through close, engaging stakeholders across Legal, IT, Privacy, Procurement, and Finance.
- Develop and deliver tailored value propositions, presentations, and proposals that address client business and legal challenges.
- Negotiate pricing, scope, and contract terms within approved commercial guidelines, defending value rather than discounting.
- Achieve or exceed an assigned individual new-logo revenue target of $5M in annual contract value.
- Maintain accurate and timely records of activity, pipeline, and forecasts in Salesforce, sustaining healthy pipeline coverage.
- Partner with Client Success and Delivery to ensure flawless onboarding and a strong foundation for future expansion of newly signed accounts.
- Represent KLDiscovery at industry conferences and events (e.g., Legalweek, ILTACON), building brand presence and relationships.
- Provide field and competitive intelligence to Product and leadership to inform packaging, positioning, and go-to-market strategy.
Qualifications:
Required
- 10+ years of B2B enterprise sales experience in legal technology and/or services with a sustained record of personally attaining or exceeding individual annual quotas of at least $5M.
- Deep knowledge of the legal technology, eDiscovery, or litigation-support industry.
- Demonstrated success in new-logo acquisition and client retention personally sourcing and closing net-new enterprise accounts, not solely growing an inherited book of business.
- Experience managing complex, enterprise sales cycles (3–12+ months) involving multiple decision-makers across Procurement, IT, Privacy, and Legal.
- Exceptional written and verbal communication skills, including the ability to produce executive-level proposals and presentations.
- Proficiency with Salesforce or comparable CRM systems and modern sales tooling.
- Willingness to travel for client meetings and industry events.
Preferred
- Understanding of legal workflows, including litigation, regulatory and internal investigations, compliance, and antitrust / second requests.
- Background in professional services or technology-enabled services sales.
- Familiarity with adjacent offerings such as cyber incident response, information governance, and managed review.
- Prior experience in a private-equity-backed or high-growth organization.
Education
- Bachelor’s degree required; MBA, JD, or equivalent qualification preferred.
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