Sales Development Representative at KLDiscovery

Job description

Who We Are KLDiscovery is a leading global provider of best-in-class eDiscovery, information governance, and data recovery solutions, serving AmLaw 100 firms, Fortune 500 corporations, and government agencies. Our technology-enabled services and software help these law firms, corporations and agencies solve complex data challenges. Our Nebula and RelOne platforms deliver SaaS-based legal technology underpinned by managed services and professional services. The company, with offices in 26 locations across 17 countries helps clients with their litigation, regulatory compliance, internal investigation and data recovery and management needs all around the world. Serving clients for over 30 years, KLDiscovery offers data collection and forensic investigation, early case assessment, electronic discovery and data processing, application software and data hosting for web-based document reviews, and managed document review services. In addition, through its global Ontrack Data Recovery business, KLDiscovery delivers world-class data recovery, email extraction and restoration, data destruction and tape management. KLDiscovery has been recognized as one of the fastest growing companies in North America by both Inc. Magazine (Inc. 5000) and Deloitte (Deloitte’s Technology Fast 500. Additionally, KLDiscovery is an Orange-level Relativity Best in Service Partner, a Relativity Premium Hosting Partner and Relativity’s 1 st Service Provider partner, and maintains ISO/IEC 27001 Certified data centers. Who You Are & What You’ll Do The Sales Development Representative (SDR) is the first point of engagement for new eDiscovery opportunities. eDiscovery demand is driven by triggering legal events and existing relationships but also demand a steady top-of-funnel motion to expand relationships with current clients and build new clients. The SDR identifies, qualifies, and routes opportunities so Account Executives and strategic sellers can spend their time on the highest-value conversations. You're a confident, self-motivated hunter who's genuinely curious about the legal and regulatory landscape your prospects operate in. You build credibility quickly — with the Account Executives and Client Solutions partners you hand opportunities to, and with the stakeholders you reach cold — and you treat a "no" as information, not a setback. You're comfortable working within a defined qualification process while staying self-directed enough to build your own daily rhythm of research, outreach, and follow-up. Key Responsibilities • Monitor and respond to demand-trigger events. Track HSR second requests, major litigation filings, and regulatory investigations to surface time-sensitive opportunities, feeding directly into our capture framework. • Qualify opportunities before handoff. Apply MEDDPICC criteria — economic buyer, decision criteria, metrics, and more — to every opportunity before passing it to an Account Executive, protecting the accuracy of pipeline coverage reporting. • Multi-thread named strategic accounts. Working with account owners and within defined territory rules of engagement, identify and engage additional stakeholders inside named accounts — General Counsel's office, litigation support, procurement — to widen KLD's footprint. • Surface subscription attach opportunities. Scan KLD's existing eDiscovery client base for buying signals around Nebula and AI Case Explorer, partnering with Sales and Client Solutions to convert established relationships into incremental subscription pipeline. • Activate the corporate/ law firm channels. Identify and engage law firms eligible for KLD's matter demand-generation incentive programs, track participation, and surface referral-ready relationships. • Keep the CRM and tech stack current. Maintain accurate, up-to-date Salesforce records for accounts, contacts, and activity, and work daily within Salesforce and ZoomInfo and other tools as needed for prospecting and multi-threading. What Success Looks Like • Consistent contributions to pipeline and closed won opportunities • High MEDDPICC-qualification rate on handed-off opportunities, not just meeting volume • Measurable growth in multi-threaded contacts within named accounts • Documented Nebula / AI Case Explorer attach opportunities sourced from the existing client base • Active, tracked relationships with law firms participating in matter demand-generation programs • Meeting/exceeding a defined activity cadence met consistently alongside the quality of communications Qualifications Required • 1–3 years of sales development, business development, or related experience — legal technology, eDiscovery, or complex B2B/enterprise software preferred • Strong written and verbal communication skills; comfortable engaging legal, procurement, and executive stakeholders • Experience working within a CRM (Salesforce or equivalent) and following defined account/territory rules of engagement • A research-oriented mindset — able to track litigation, regulatory, and M&A signals and translate them into timely outreach • Bachelor's degree or equivalent practical experience Preferred • 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 Our Mission & Values Our Mission: We bring clarity, trust, and meaning to data for clients navigating legal matters worldwide. These four values guide how we operate, make decisions, and work together every day. • Client is Always in the Room - We operate and make decisions as if the client is in the room. We anticipate their needs, consider their perspective, and prioritize their best interests. • Own the Outcome - We bring an unwavering bias for action, act with urgency, and hold ourselves accountable to our clients, and each other. • Better Every Day - We improve our tomorrow by always striving to be better than today. We embrace curiosity, question assumptions, and raise the bar constantly. • Deliver Results Together - We collaborate obsessively to achieve shared success. We assume good intentions, debate ideas thoughtfully, treat each other with respect, and fully commit once decisions are made. KLDiscovery is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, creed, religion, national origin, ancestry, sex, gender identity, gender expression, sexual orientation, marital or family status, pregnancy, age, veteran status, disability, genetic information, or any other characteristic protected by applicable law. This commitment applies to all aspects of employment, including recruitment, hiring, compensation, promotion, training, discipline, and termination. Employment decisions are based on job-related qualifications, skills, and experience. WHY YOU’LL LOVE WORKING FOR KLD At KLD, our people are at the heart of everything we do. We believe that when our employees feel supported, valued, and empowered, they can thrive both personally and professionally. That’s why we’re committed to fostering a collaborative, inclusive workplace where you can grow your career, make meaningful contributions, and enjoy a healthy work-life balance. Our competitive benefits and programs are designed to support your well-being and success. Depending on your location, these may include comprehensive health and wellness benefits, retirement and financial programs, paid time off and leave options, employee assistance resources, and professional development opportunities. We also embrace flexibility, offering remote work opportunities for most employees to support work-life balance while keeping our teams connected and collaborative. Certain roles may require an office-based or hybrid schedule based on business and operational needs. Wherever you’re located, you’ll be part of a global team that values your contributions, supports your growth, and celebrates your success. Benefits and eligibility vary by country, location, employment status, and applicable plan or program requirements. At KLD we invest in employees and their families by placing their wellbeing first . We offer competitive total compensation that includes base pay, bonus potential, inclusive benefits, wellness programs, and perks. We use market and industry data to inform pay decisions while considering geography and labor markets, individual experience, and business needs. The Sales Development Representative (SDR) is the first point of engagement for new eDiscovery opportunities. eDiscovery demand is driven by triggering legal events and existing relationships but also demand a steady top-of-funnel motion to expand relationships with current clients and build new clients. The SDR identifies, qualifies, and routes opportunities so Account Executives and strategic sellers can spend their time on the highest-value conversations. You're a confident, self-motivated hunter who's genuinely curious about the legal and regulatory landscape your prospects operate in. You build credibility quickly — with the Account Executives and Client Solutions partners you hand opportunities to, and with the stakeholders you reach cold — and you treat a "no" as information, not a setback. You're comfortable working within a defined qualification process while staying self-directed enough to build your own daily rhythm of research, outreach, and follow-up.

Requirements

Must-haves

Monitor and respond to demand-trigger events. Track HSR second requests, major litigation filings, and regulatory investigations to surface time-sensitive opportunities, feeding directly into our capture framework.
Activate the corporate/ law firm channels. Identify and engage law firms eligible for KLD's matter demand-generation incentive programs, track participation, and surface referral-ready relationships.
What Success Looks Like
Consistent contributions to pipeline and closed won opportunities
High MEDDPICC-qualification rate on handed-off opportunities, not just meeting volume
Measurable growth in multi-threaded contacts within named accounts
Documented Nebula / AI Case Explorer attach opportunities sourced from the existing client base
Active, tracked relationships with law firms participating in matter demand-generation programs
Meeting/exceeding a defined activity cadence met consistently alongside the quality of communications
Strong written and verbal communication skills; comfortable engaging legal, procurement, and executive stakeholders
Experience working within a CRM (Salesforce or equivalent) and following defined account/territory rules of engagement
A research-oriented mindset — able to track litigation, regulatory, and M&A signals and translate them into timely outreach
Bachelor's degree or equivalent practical experience

Nice-to-haves

1–3 years of sales development, business development, or related experience — legal technology, eDiscovery, or complex B2B/enterprise software preferred
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
Our Mission & Values
Our Mission: We bring clarity, trust, and meaning to data for clients navigating legal matters worldwide.
These four values guide how we operate, make decisions, and work together every day.
Client is Always in the Room - We operate and make decisions as if the client is in the room. We anticipate their needs, consider their perspective, and prioritize their best interests.
Own the Outcome - We bring an unwavering bias for action, act with urgency, and hold ourselves accountable to our clients, and each other.
Better Every Day - We improve our tomorrow by always striving to be better than today. We embrace curiosity, question assumptions, and raise the bar constantly.
Deliver Results Together - We collaborate obsessively to achieve shared success. We assume good intentions, debate ideas thoughtfully, treat each other with respect, and fully commit once decisions are made.

Application prep

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Keywords to mirror

Platform: oracle-cloud
Effort: medium

Benefits

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Paid Time Off

Wellness

Professional Development