SDR Director

DLS Discovery, LLC

. Own KLDiscovery’s sales development function end-to-end .

Posted 11/6/2026full-timeRemote • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in sales development leadership, including building and scaling teams, defining sales processes, and achieving pipeline targets. Proficient in leveraging CRM tools for forecasting and performance reporting while engaging with legal and executive stakeholders.

Highest-signal resume keywords

Sales Development LeadershipSalesforce CRM ExpertisePipeline ManagementTeam Development and RetentionMEDDPICC Qualification Standards

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales DevelopmentBusiness DevelopmentPerformance ReportingForecastingLead RoutingSales ProcessesAnalytical MindsetSignal-Based ProspectingSales Engagement ToolsQuota Definition

Soft Skills

Excellent Communication SkillsInfluencing StakeholdersTeam MotivationCoaching and Mentoring

Tools & Technologies

SalesforceZoomInfoEngagement Platforms

Certifications & Qualifications

MBAJD

Industry Keywords

EDiscoveryLegal TechnologyB2B SoftwareRevenue OperationsSales Operations

About the role

Key responsibilities & impact

Own KLDiscovery’s sales development function end-to-end
Lead Sales Development Managers who lead Sales Development Representatives
Design, build, and scale a disciplined top-of-funnel motion for eDiscovery opportunities
Set SDR strategy, standards, management structure, forecasting, and performance reporting
Achieve and exceed team and segment pipeline targets
Build relationships with Sales, Client Solutions, and Revenue Operations leadership
Maximize team performance, motivation, retention, and leadership depth
Hire, develop, and retain Sales Development Managers
Coach managers through one-on-ones and audits of call and email reviews
Define quota, activity, quality, and performance expectations
Track legal demand triggers including HSR second requests, litigation filings, and regulatory investigations
Enforce MEDDPICC qualification standards before Account Executive handoff
Expand named accounts and installed-base relationships across segments
Direct multi-threading with General Counsel offices, litigation support, and procurement
Surface Nebula and AI Case Explorer attach opportunities
Own law firm channel strategy and matter demand-generation incentive programs
Forecast SDR-sourced pipeline across segments and own corrective action
Partner with Sales Operations on Salesforce dashboards, lead routing, handoff criteria, SLAs, and CRM hygiene
Own and refine the SDR playbook and process standards
Roll out workflow and tooling changes including Salesforce, ZoomInfo, and engagement platforms
Use conversion data to inform quotas, territories, and headcount planning
Represent sales development in cross-functional and executive planning
Plan, manage, and track the sales development team budget

Requirements

What you’ll need

10+ years of sales development, business development, or sales experience
5+ years managing people managers or leading multiple quota-carrying teams
Proven record of meeting or exceeding pipeline and team targets across multiple teams or segments
Experience hiring, developing, and retaining individual contributors and managers
Experience building forecasts and performance reports from Salesforce or a comparable CRM
Experience defining and enforcing sales processes such as lead routing and handoffs across multiple teams
Excellent written and verbal communication skills
Ability to engage and influence legal, procurement, and executive stakeholders
Analytical mindset with ability to translate litigation, regulatory, and M&A signals into organizational strategy
Bachelor’s degree or equivalent practical experience
Preferred: experience building or scaling sales development organizations across multiple teams or segments
Preferred: background in legal technology, eDiscovery, or complex B2B/enterprise software
Preferred: working knowledge of MEDDPICC and/or Challenger Sale
Preferred: experience in or alongside Revenue Operations or Sales Operations
Preferred: dashboarding skills and signal-based prospecting or sales engagement tools
MBA, JD, or equivalent qualification listed as preferred

Benefits

Comp & perks

Comprehensive 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
Remote work opportunities for most employees
Flexible work arrangements supporting work-life balance
Global team environment
Equal opportunity employment