Senior Enterprise Sales Executive — Legal Tech

KLDiscovery, Inc.; McLean (VA); Presencial; USD 120.000 - 210.000; Jornada completa

Descripción de la vacante

KLDiscovery is seeking a Strategic Account Executive to drive net-new logo acquisition for our Legal Technologies business across the Americas. This senior individual contributor role sources, qualifies, and closes new enterprise accounts with no direct reports, handling multi-stakeholder deals and coordinating with delivery teams.

The successful candidate will be an enterprise hunter with a proven track record of exceeding quotas, strong communication skills, and the ability to navigate complex

Formación

• 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
• 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
• 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
• Trained in and consistently applying a structured sales methodology (e.g., MEDDPICC) and Challenger Sale principles
• Proficiency with Salesforce or comparable CRM systems and modern sales tooling
• Willingness to travel for client meetings and industry events

Responsabilidades

• 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

Conocimientos

Enterprise sales

Legal tech knowledge

New-logo acquisition

Complex sales cycles

Executive communication

MEDDPICC

Challenger Sales

Salesforce

Educación

Bachelor's degree

MBA

JD

Herramientas

Salesforce

Descripción del empleo

KLDiscovery is seeking a Strategic Account Executive to drive net-new logo acquisition for our Legal Technologies business across the Americas. This senior individual contributor role sources, qualifies, and closes new enterprise accounts with no direct reports, handling multi-stakeholder deals and coordinating with delivery teams.

The successful candidate will be an enterprise hunter with a proven track record of exceeding quotas, strong communication skills, and the ability to navigate complex