Strategic Business Development Executive

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.