SDR Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of KLDiscovery's sales development function from start to finish.

• Supervise Sales Development Managers who oversee Sales Development Representatives.

• Create, implement, and expand a systematic approach to generating eDiscovery leads.

• Establish the strategy, standards, management framework, forecasting, and performance metrics for SDRs.

• Meet and surpass team and segment pipeline objectives.

• Cultivate relationships with leadership in Sales, Client Solutions, and Revenue Operations.

• Enhance team performance, motivation, retention, and depth of leadership.

• Recruit, nurture, and retain Sales Development Managers.

• Mentor managers through individual meetings and reviews of calls and emails.

• Set expectations for quotas, activities, quality, and performance.

• Monitor legal demand indicators such as HSR second requests, litigation filings, and regulatory investigations.

• Uphold MEDDPICC qualification standards prior to the Account Executive handoff.

• Broaden relationships with named accounts and installed bases across various segments.

• Facilitate multi-threading with General Counsel offices, litigation support, and procurement.

• Identify opportunities for Nebula and AI Case Explorer attachments.

• Lead law firm channel strategy and demand-generation incentive programs for matters.

• Predict SDR-sourced pipeline across segments and manage corrective actions.

• Collaborate with Sales Operations to manage Salesforce dashboards, lead routing, handoff criteria, SLAs, and CRM maintenance.

• Own and enhance the SDR playbook and process standards.

• Implement workflow and tool modifications, including Salesforce, ZoomInfo, and engagement platforms.

• Utilize conversion data to guide quotas, territories, and headcount planning.

• Represent sales development in cross-functional and executive strategy sessions.

• Organize, manage, and monitor the sales development team budget.

⛳️ Requirements

• Over 10 years of experience in sales development, business development, or sales.

• More than 5 years of experience managing people managers or leading multiple quota-carrying teams.

• Demonstrated success in achieving or exceeding pipeline and team targets across various teams or segments.

• Proven experience in hiring, developing, and retaining both individual contributors and managers.

• Experience in creating forecasts and performance reports using Salesforce or a similar CRM.

• Knowledge of defining and enforcing sales processes, including lead routing and handoffs across teams.

• Exceptional written and verbal communication skills.

• Ability to engage and influence stakeholders in legal, procurement, and executive roles.

• Analytical mindset capable of translating litigation, regulatory, and M&A signals into organizational strategy.

• Bachelor’s degree or equivalent practical experience.

• Preferred: experience in building or scaling sales development organizations across multiple teams or segments.

• Preferred: background in legal technology, eDiscovery, or complex B2B/enterprise software.

• Preferred: familiarity with MEDDPICC and/or Challenger Sale methodologies.

• Preferred: experience in or alongside Revenue Operations or Sales Operations.

• Preferred: skills in dashboarding and using signal-based prospecting or sales engagement tools.

• Preferred: MBA, JD, or equivalent qualification.

🏝️ Benefits

• Comprehensive health and wellness benefits (subject to location).

• Retirement and financial programs (subject to location).

• Paid time off and leave options (subject to location).

• Employee assistance resources (subject to location).

• Opportunities for professional development.

• Remote work options available for most employees.

• Flexible work arrangements to support work-life balance.

• A global team environment.

• Commitment to equal opportunity employment.