Strategic Account Executive

KLDiscovery, Inc.; United States; Remote; USD 180,000 - 300,000; Full time

Benefits offered by this job

Remote work opportunities

Bonus potential

Global team

Job summary

KLDiscovery, Inc. seeks a Strategic Account Executive to drive net‑new logo acquisition across the Americas. This senior, individual contributor role sources, qualifies, and closes complex enterprise deals for eDiscovery and managed review services.

The successful candidate will open multi‑stakeholder opportunities, partner with Delivery and Client Success, and represent KLDiscovery at industry events. A proven hunter with 10+ years in legal tech enterprise sales and a MEDDPICC/Challenger

Qualifications

• 10+ years of B2B enterprise sales in legal tech or services with quotas of at least $5M.
• Deep knowledge of the legal tech, eDiscovery, or litigation‑support industry.
• Proven track record in new‑logo acquisition and closing net‑new enterprise accounts.
• Experience managing complex enterprise sales cycles (3–12+ months) with multiple decision makers.

Responsibilities

• Prospect and qualify net‑new and current enterprise accounts across law firms, corporations, and government entities.
• Build a robust pipeline through outbound prospecting, referrals, and partnerships with Marketing and SDRs.
• Manage multi‑month sales cycles from contact to close with stakeholders across Legal, IT, Privacy, Procurement, and Finance.
• Develop tailored value propositions and proposals addressing client challenges and opportunities.
• Negotiate pricing, scope, and terms within guidelines, defending value over discounting.
• Achieve/exceed a $5M annual new‑logo revenue target.
• Maintain accurate records in Salesforce and monitor pipeline and forecasts.
• Partner with Client Success and Delivery to ensure smooth onboarding and expansion opportunities.
• Represent KLDiscovery at industry events and provide competitive intelligence to leadership.

Skills

Enterprise sales

New logo acquisition

MEDDPICC

Challenger Sale

Salesforce

Education

Bachelor's degree

MBA or JD preferred

Tools

Salesforce

Job description

Job Description
Who We Are
KLDiscovery is a leading global provider of best-in‑class eDiscovery, information governance, and data recovery solutions, serving AmLaw 100 firms, Fortune 500 corporations, and government agencies. Our technology‑enabled services and software help these law firms, corporations and agencies solve complex data challenges. Our Nebula and RelOne platforms deliver SaaS-based legal technology underpinned by managed services and professional services. The company, with offices in 26 locations across 17 countries helps clients with their litigation, regulatory compliance, internal investigation and data recovery and management needs all around the world.
Serving clients for over 30 years, KLDiscovery offers data collection and forensic investigation, early case assessment, electronic discovery and data processing, application software and data hosting for web‑based document reviews, and managed document review services. In addition, through its global Ontrack Data Recovery business, KLDiscovery delivers world‑class data recovery, email extraction and restoration, data destruction and tape management.
KLDiscovery has been recognized as one of the fastest growing companies in North America by both Inc. Magazine (Inc. 5000) and Deloitte (Deloitte’s Technology Fast 500. Additionally, KLDiscovery is an Orange‑level Relativity Best in Service Partner, a Relativity Premium Hosting Partner and Relativity’s 1 st Service Provider partner, and maintains ISO/IEC 27001 Certified data centers.
Who You Are & What You’ll Do
KLDiscovery is seeking a Strategic Account Executive 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.
• Trained in and consistently applying a structured sales methodology (e.g., MEDDPICC) and Challenger Sale principles to qualify opportunities and lead value‑based, insight‑driven customer conversations.
• 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.

Our Mission & Values
Our Mission: We bring clarity, trust, and meaning to data for clients navigating legal matters worldwide.
These four values guide how we operate, make decisions, and work together every day.

• Client is Always in the Room - We operate and make decisions as if the client is in the room. We anticipate their needs, consider their perspective, and prioritize their best interests.
• Own the Outcome - We bring an unwavering bias for action, act with urgency, and hold ourselves accountable to our clients, and each other.
• Better Every Day - We improve our tomorrow by always striving to be better than today. We embrace curiosity, question assumptions, and raise the bar constantly.
• Deliver Results Together - We collaborate obsessively to achieve shared success. We assume good intentions, debate ideas thoughtfully, treat each other with respect, and fully commit once decisions are made.

KLDiscovery is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, creed, religion, national origin, ancestry, sex, gender identity, gender expression, sexual orientation, marital or family status, pregnancy, age, veteran status, disability, genetic information, or any other characteristic protected by applicable law. This commitment applies to all aspects of employment, including recruitment, hiring, compensation, promotion, training, discipline, and termination. Employment decisions are based on job‑related qualifications, skills, and experience.
WHY YOU’LL LOVE WORKING FOR KLD
At KLD, our people are at the heart of everything we do. We believe that when our employees feel supported, valued, and empowered, they can thrive both personally and professionally. That’s why we’re committed to fostering a collaborative, inclusive workplace where you can grow your career, make meaningful contributions, and enjoy a healthy work‑life balance.
Our competitive benefits and programs are designed to support your well‑being and success. Depending on your location, these may include comprehensive health and wellness benefits, retirement and financial programs, paid time off and leave options, employee assistance resources, and professional development opportunities.
We also embrace flexibility, offering remote work opportunities for most employees to support work‑life balance while keeping our teams connected and collaborative. Certain roles may require an office‑based or hybrid schedule based on business and operational needs.
Wherever you’re located, you’ll be part of a global team that values your contributions, supports your growth, and celebrates your success.
Benefits and eligibility vary by country, location, employment status, and applicable plan or program requirements.
At KLD we invest in employees and their families by placing their wellbeing first . We offer competitive total compensation that includes base pay, bonus potential, inclusive benefits, wellness programs, and perks. We use market and industry data to inform pay decisions while considering geography and labor markets, individual experience, and business needs.