Sales Development Representative

KLDiscovery • United States,

23d

About The Position

The Sales Development Representative (SDR) is the first point of engagement for new eDiscovery opportunities. The role identifies, qualifies, and routes opportunities so Account Executives and strategic sellers can focus on high-value conversations. The SDR responds to demand-trigger events and supports a steady top-of-funnel motion to expand relationships with current clients and develop new ones.

The position calls for a confident, self-motivated prospecting approach and genuine curiosity about the legal and regulatory landscape. The SDR builds credibility with internal partners and external stakeholders, follows a defined qualification process, and independently manages daily research, outreach, and follow-up.

The role works with account owners and Client Solutions partners, uses MEDDPICC qualification, and identifies opportunities across named strategic accounts, existing eDiscovery clients, and law firm channels. It also maintains accurate prospecting and account information in Salesforce and uses ZoomInfo and other tools as needed.

Requirements

• 1–3 years of sales development, business development, or related experience.
• Strong written and verbal communication skills and comfort engaging legal, procurement, and executive stakeholders.
• Experience using a CRM such as Salesforce or an equivalent and following defined account and territory rules of engagement.
• Research-oriented mindset, with the ability to track litigation, regulatory, and M&A signals and translate them into timely outreach.
• Bachelor's degree or equivalent practical experience.

Nice To Haves

• Experience in legal technology, eDiscovery, or complex B2B/enterprise software.
• Familiarity with MEDDPICC and/or Challenger Sale methodology.
• Prior exposure to corporate legal departments, law firms, or the broader legal services industry.
• Experience with account-based or signal-based prospecting tools.

Responsibilities

• Monitor and respond to demand-trigger events, including HSR second requests, major litigation filings, and regulatory investigations, to surface time-sensitive opportunities and feed the capture framework.
• Qualify opportunities using MEDDPICC criteria before handing them off to Account Executives, supporting accurate pipeline coverage reporting.
• Work with account owners and within territory rules of engagement to identify and engage additional stakeholders in named strategic accounts, including General Counsel's offices, litigation support, and procurement.
• Identify buying signals for Nebula and AI Case Explorer subscriptions among existing eDiscovery clients and partner with Sales and Client Solutions to develop subscription pipeline.
• Identify and engage law firms eligible for matter demand-generation incentive programs, track participation, and surface referral-ready relationships.
• Maintain accurate, current Salesforce records for accounts, contacts, and activity, and use Salesforce, ZoomInfo, and other tools for prospecting and multi-threading.
• Consistently contribute to pipeline and closed-won opportunities while meeting activity cadence and maintaining communication quality.

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; certain roles may require an office-based or hybrid schedule.
• Competitive total compensation that includes base pay and bonus potential.
• Inclusive benefits, wellness programs, and perks.

What This Job Offers

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