Sr. Director, Revenue Operations

KLDiscovery • United States,

8h

About The Position

KLDiscovery is establishing Revenue Operations as a new function and is seeking a leader to design, build, and manage it. This role reports to the Chief Revenue Officer and acts as a crucial link between Sales, Marketing, Client Success, Product, and Finance. The Senior Director will translate commercial strategy into an effective, measurable, and well-instrumented go-to-market engine.

Requirements

• Eight or more years in Revenue Operations or Sales Operations.
• Meaningful experience leading teams.
• Track record of building or rebuilding a function from the ground up.
• Experience operating in a CRO-direct or commercial-leadership-direct capacity at a B2B company of meaningful scale.
• Demonstrated success owning forecast, pipeline, and sales process at the enterprise level.
• Salesforce expertise, including hands-on governance, administration oversight, and reporting.
• BI tooling experience (Tableau, Power BI, or similar), including design of executive- and board-facing dashboards.
• A data-driven strategist who translates complex data into clear narratives and actionable recommendations.
• An operator at heart — moves with urgency, gets into the details, and holds the organization to high standards of process discipline.
• A collaborative influencer who earns trust across functions and levels and drives alignment without direct authority.
• A builder, comfortable with ambiguity, energized by greenfield.
• Communicates with clarity and confidence to the CRO, CFO, and executive team.

Nice To Haves

• eDiscovery, legal technology, or legal services experience.
• Adjacent backgrounds in professional services, B2B SaaS with per-matter, consumption-based, or hybrid pricing models.
• Current or prior Salesforce admin certification.
• HubSpot experience, particularly with HubSpot | Salesforce sync architecture.
• Familiarity with sales engagement platforms (Outreach, Salesloft, Gong, Highspot).
• Familiarity with CPQ tooling.
• Familiarity with modern data warehouse or canonical metrics design.

Responsibilities

• Lead revenue strategy and intelligence, partnering with the CRO and commercial leadership on go-to-market plans, revenue targets, and capacity models.
• Develop and maintain a centralized system for tracking revenue performance, including pipeline, bookings, retention, churn, transaction revenue, MRR, ARR, and NRR.
• Deliver executive and board-level reports to facilitate quicker, more confident commercial decisions.
• Collaborate with Finance on the rolling forecast process to ensure pipeline transparency and accuracy.
• Design, document, and optimize the end-to-end sales process from lead qualification to contract execution, retention, and renewal.
• Define and enforce pipeline hygiene standards and stage-gate criteria to enhance forecast reliability and deal velocity.
• Establish SLAs for first-touch, lead routing rules, and recycling logic.
• Define MQL, SQL, and SAL in conjunction with the CMO and demand generation team.
• Partner with Sales leadership on territory design, quota setting, and account segmentation.
• Oversee Salesforce governance, data integrity, and adoption standards.
• Lead the consolidation of multiple Salesforce instances and HubSpot portals into a single source of truth.
• Govern the HubSpot | Salesforce sync, third-party data feeds, and the broader revenue technology stack.
• Evaluate and integrate tools to improve seller productivity, pipeline visibility, and customer intelligence.
• Establish the sales enablement function, including Salesforce certification and training, playbooks, onboarding curriculum, and CRM adoption analytics.
• Partner with the Pricing and Deal Desk team on enablement curriculum related to pricing, deal desk workflow, and approval routing.
• Serve as the operational liaison between Sales, Marketing, Finance, Legal, and Client Success.
• Partner with Marketing on lead funnel analytics, campaign ROI, and demand generation efficiency.
• Partner with Finance on the rolling forecast, compensation plan design, deal economics, and the Pricing and Deal Desk function.
• Collaborate with Client Success on expansion and retention metrics and at-risk account identification.
• Build, lead, and mentor a Revenue Operations team focused on Pipeline & Forecast, Data & Systems, and Enablement & Adoption.
• Recruit and develop RevOps talent aligned with KLDiscovery's growth.
• Act as a trusted advisor to the CRO and commercial leadership team.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed