Strategic Business Development Executive

KLDiscovery; McLean (VA); On-site; USD 480,000 - 720,000; Full time

Job summary

KLDiscovery is seeking a Vice President, Sales to drive net-new logo acquisition for our Legal Technologies business across the Americas. This senior individual contributor role focuses on personally sourcing, qualifying, and closing new enterprise accounts with no direct reports.

You will partner with internal teams to ensure a smooth transition to delivery and represent KLDiscovery at industry events. The role targets a $5M annual contract value and requires a proven hunter with deep knowledge

Qualifications

• 10+ years of B2B enterprise sales with a sustained record of quotas of at least $5M.
• Deep knowledge of legal tech, eDiscovery, or litigation-support.
• Proven success in new-logo acquisition and closing net-new enterprise accounts.
• Experience managing complex, multi-month enterprise sales cycles with multiple decision-makers.
• Exceptional written and verbal communication; ability to produce executive-level proposals.
• Proficiency with Salesforce or comparable CRM systems and modern sales tooling.
• Willingness to travel for client meetings and industry events.

Responsibilities

• Prospect, identify, and qualify net-new and current enterprise accounts within an assigned territory.
• Build and maintain a robust personal pipeline through outbound prospecting and partnerships.
• Manage complex, multi-month sales cycles from initial contact through close with multiple stakeholders.
• Develop and deliver tailored value propositions, proposals, and presentations.
• Negotiate pricing, scope, and contracts within approved guidelines.
• Achieve or exceed an annual new-logo revenue target of $5M in ACV.
• Maintain accurate Salesforce records, pipeline, and forecasts.

Skills

Enterprise sales

Legal tech knowledge

New-logo acquisition

CRM proficiency

Executive communication

Travel readiness

Sales strategy

Negotiation

Portfolio management

Pipeline development

Stakeholder management

Education

Bachelor's degree

MBA/JD preferred

Tools

Salesforce

CRM tools

Job description

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.