Strategic Account Executive

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

📋 Description

• Drive the acquisition of new logos for KLDiscovery’s Legal Technologies division throughout the Americas.

• Identify, prospect, and qualify both new and existing enterprise accounts across law firms, corporations, and government organizations within a designated territory.

• Create and sustain a personal sales pipeline through outbound prospecting, networking, referrals, retention, and collaboration with Marketing and Sales Development.

• Oversee intricate, multi-month sales cycles from the initial contact to the closing stage.

• Engage with stakeholders in Legal, IT, Privacy, Procurement, and Finance sectors.

• Develop and present customized value propositions, presentations, and proposals.

• Negotiate pricing, scope, and contract conditions within established commercial guidelines.

• Achieve or surpass a personal new-logo revenue goal of $5M in annual contract value.

• Keep precise records of activities, pipeline, and forecasts in Salesforce.

• Collaborate with Client Success and Delivery teams on onboarding and future account growth.

• Represent KLDiscovery at industry events and conferences such as Legalweek and ILTACON.

• Supply field and competitive insights to Product and leadership teams.

• Report directly to the Chief Revenue Officer.

⛳️ Requirements

• Over 10 years of B2B enterprise sales experience in legal technology and/or services.

• Proven track record of consistently meeting or exceeding individual annual quotas of at least $5M.

• In-depth knowledge of the legal technology, eDiscovery, or litigation-support fields.

• Demonstrated success in acquiring new logos and retaining clients, with a history of personally sourcing and closing new enterprise accounts.

• Experience in managing complex enterprise sales cycles lasting from 3 to over 12 months.

• Proven ability to engage decision-makers across Procurement, IT, Privacy, and Legal departments.

• Exceptional communication skills, both written and verbal.

• Capability to create executive-level proposals and presentations.

• Training and application in structured sales methodologies, such as MEDDPICC and Challenger Sale principles.

• Proficiency in Salesforce or similar CRM systems and modern sales tools.

• Availability for travel to client meetings and industry events.

• A Bachelor's degree is required.

• Understanding of legal workflows, including litigation, regulatory and internal investigations, compliance, and antitrust/second requests.

• Experience in professional services or technology-enabled services sales.

• Familiarity with cyber incident response, information governance, and managed review processes.

• Previous experience in a private-equity-backed or high-growth company.

🏝️ Benefits

• Comprehensive health and wellness benefits.

• Retirement and financial programs.

• Paid time off and various leave options.

• Employee assistance resources.

• Opportunities for professional development.

• Remote work options available for most employees.

• Potential for bonuses.

• Inclusive benefits package.

• Wellness programs.

• Additional perks.

• A flexible, collaborative workplace that supports work-life balance.