SDR Director

KLDiscovery • United States,

2d

About The Position

The Director, Sales Development owns KLDiscovery’s sales development function end-to-end. The role leads Sales Development Managers, who oversee the Sales Development Representatives serving as the first point of engagement for new eDiscovery opportunities. The Director designs and scales a disciplined top-of-funnel motion that expands current client relationships and wins new business across segments, enabling Account Executives and strategic sellers to focus on high-value conversations.

Within Revenue Operations, the Director owns SDR strategy, forecasting, performance reporting, standards, and the sales development team budget. The role is accountable for achieving pipeline targets, building strong cross-functional relationships, maximizing team performance and retention, maintaining quality and qualification standards, and promoting KLDiscovery’s values and value proposition.

The Director establishes the strategy, standards, and management structure for generating and qualifying opportunities to the MEDDPICC standard. The role leads and develops managers, drives demand-trigger and account-expansion strategies, owns law firm channel strategy, forecasts and reports on performance, and partners with Sales Operations and other stakeholders on processes, CRM data quality, tools, territories, and headcount planning.

Requirements

• 10+ years of sales development, business development, or sales experience.
• 5+ years managing people managers or leading multiple quota-carrying teams.
• Proven record of meeting or exceeding pipeline and team targets across multiple teams or segments.
• Experience hiring, developing, and retaining individual contributors and managers.
• Experience building forecasts and performance reports from Salesforce or a comparable CRM.
• Experience defining and enforcing sales processes such as lead routing and handoffs across multiple teams.
• Excellent written and verbal communication skills, with the ability to engage and influence legal, procurement, and executive stakeholders.
• Analytical ability to translate litigation, regulatory, and M&A signals into organizational strategy.
• Bachelor’s degree or equivalent practical experience.

Nice To Haves

• Experience building or scaling a sales development organization across multiple teams or segments, including its structure, hiring plan, processes, metrics, and onboarding.
• Background in legal technology, eDiscovery, or complex B2B/enterprise software, including exposure to corporate legal departments or law firms.
• Working knowledge of MEDDPICC and/or Challenger Sale, with experience coaching managers and sellers to apply them at scale.
• Experience in or alongside Revenue Operations or Sales Operations, including dashboarding and signal-based prospecting or sales engagement tools.
• MBA, JD, or equivalent qualification.

Responsibilities

• Hire, develop, and retain Sales Development Managers; provide structured onboarding, clear performance expectations, and career progression paths.
• Coach managers through regular one-on-ones and audits of call and email reviews to ensure consistent use of MEDDPICC and Challenger methodology.
• Set quota, activity, and quality expectations, measure performance across segments, and hold managers accountable for addressing underperformance.
• Develop leadership depth and succession plans so results are not concentrated in a small number of teams.
• Ensure teams track HSR second requests, major litigation filings, and regulatory investigations, and refine the demand-capture framework based on conversion results.
• Set enterprise-wide qualification standards and require opportunities to meet MEDDPICC criteria before handoff to Account Executives.
• Direct account expansion and installed-base efforts across segments, including multi-threading stakeholders and identifying Nebula and AI Case Explorer attach opportunities with Sales and Client Solutions.
• Set the law firm channel engagement strategy for firms eligible for matter demand-generation incentive programs, track participation, and surface referral-ready relationships.
• Consolidate forecasts of meetings, qualified opportunities, and expected conversion across managers; identify gaps and own corrective action.
• Partner with Sales Operations on Salesforce dashboards and report on activity, stage conversion, handoff acceptance, qualification quality, and sourced pipeline to senior sales leadership.
• Own SDR strategy and processes, including lead routing, handoff criteria, Account Executive service-level agreements, qualification standards, territory rules, and the SDR playbook.
• Direct process-adherence audits and refine the playbook based on performance data.
• Partner with Sales Operations to set CRM hygiene standards, audit compliance, roll out workflow and tooling changes, and use conversion data to inform quotas, territories, and headcount plans.
• Work with Revenue Operations, Sales Operations, Regional Sales Leadership, Account Executives, Client Solutions, and Marketing leadership on coverage, handoffs, feedback loops, and campaigns; represent sales development in cross-functional and executive planning.
• Plan, manage, and track sales development spending against approved budget targets.
• Build a fully staffed, well-ramped organization with strong engagement, low attrition, and clear progression opportunities.

Benefits

• Depending on location, comprehensive health and wellness benefits, retirement and financial programs, paid time off and leave options, employee assistance resources, and professional development opportunities.
• Remote work opportunities for most employees, subject to role and business needs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director