Strategic Account Executive
About The Position
KLDiscovery is seeking a senior individual contributor to drive net-new logo acquisition for its Legal Technologies business across the Americas. The role has no direct reports and focuses on personally sourcing, qualifying, and closing enterprise accounts that have not previously purchased KLDiscovery eDiscovery and managed review services. The successful candidate will open and win complex, multi-stakeholder deals and partner with internal teams to transition newly signed clients to delivery. The position carries an individual new-business revenue target and reports to the Chief Revenue Officer. The Strategic Account Executive prospects across law firms, corporations, and government entities; builds and manages a personal pipeline; leads complex sales cycles; and develops tailored value propositions and proposals. The role also negotiates commercial terms, maintains pipeline and forecast records in Salesforce, represents KLDiscovery at industry events, and shares market intelligence with Product and leadership. The annual new-logo revenue target is $5 million in annual contract value.
Requirements
- 10 or more 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 $5 million.
- 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 rather than solely growing an inherited book of business.
- Experience managing complex enterprise sales cycles of 3–12 or more 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.
- Training in and consistent application of a structured sales methodology, such as 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.
- Bachelor’s degree.
Nice To Haves
- 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.
- MBA, JD, or equivalent qualification.
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 $5 million in annual contract value.
- Maintain accurate and timely activity, pipeline, and forecast records in Salesforce, sustaining healthy pipeline coverage.
- Partner with Client Success and Delivery to ensure smooth onboarding and a strong foundation for future expansion of newly signed accounts.
- Represent KLDiscovery at industry conferences and events, such as Legalweek and ILTACON, building brand presence and relationships.
- Provide field and competitive intelligence to Product and leadership to inform packaging, positioning, and go-to-market strategy.
Benefits
- Competitive total compensation including base pay and bonus potential.
- Health and wellness benefits, depending on location.
- Retirement and financial programs, depending on location.
- Paid time off and leave options, depending on location.
- Employee assistance resources, depending on location.
- Professional development opportunities, depending on location.
- Remote work opportunities for most employees.
- Wellness programs and perks.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
