Strategic Business Development Executive

KLDiscovery is seeking a senior, revenue-focused sales leader to independently source, qualify, and close net-new enterprise accounts for its Legal Technologies business across the Americas. This individual contributor role is responsible for driving $5M in annual contract value and coordinating closely with internal teams to support onboarding and expansion.

Key Responsibilities

• Prospect, identify, and qualify net-new and existing enterprise accounts within an assigned territory, targeting law firms, corporations, and government entities.
• Build and maintain a strong personal pipeline through outbound prospecting, networking, referrals, retention activities, and collaboration with Marketing and Sales Development.
• Run complex, multi-month sales cycles from first contact through close, aligning stakeholders across Legal, IT, Privacy, Procurement, and Finance.
• Create and deliver tailored value propositions, presentations, and proposals addressing client business and legal challenges.
• Negotiate pricing, scope, and contract terms within approved commercial guidelines, emphasizing value delivery rather than discounting.
• Achieve or exceed an assigned individual new-logo revenue target of $5M annual contract value.
• Maintain accurate and timely activity, pipeline, and forecast records in Salesforce, supporting healthy pipeline coverage.
• Partner with Client Success and Delivery to support smooth onboarding and create a strong platform for future expansion.
• Represent KLDiscovery at industry conferences and events (including Legalweek and ILTACON), building brand presence and relationships.
• Provide field and competitive intelligence to Product and leadership to support packaging, positioning, and go-to-market strategy.

Required Qualifications

• 10+ years of B2B enterprise sales experience in legal technology and/or services, with a consistent record of personally attaining or exceeding individual annual quotas of at least $5M.
• Strong knowledge of the legal technology, eDiscovery, or litigation-support industry.
• Proven success acquiring new logos and retaining clients through personal sourcing and closing of 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.
• Excellent 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.

Education

Bachelor’s degree required. MBA, JD, or equivalent qualification preferred.

Preferred Background

• Understanding of legal workflows, including litigation, regulatory and internal investigations, compliance, and antitrust or second requests.
• Experience 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.