Full-time Sales Enablement Manager, KLDiscovery

01Sales Enablement Manager

• Reports to: Senior Director, Revenue Operations  •  Location: Remote (US)  •
• Function: Revenue Operations

02The opportunity

• KLDiscovery is standing up Revenue Operations as a dedicated function, organized
• around three pillars: Pipeline & Forecast, Data & Systems, and Enablement &

Adoption. This role owns the third. Reporting to the Senior Director of Revenue

Operations, the Sales Enablement Manager is a senior individual contributor who

will build KLD's sales enablement function from the ground up, including the

onboarding curriculum, the playbooks, the training programs, and the adoption

analytics that turn a redesigned sales process into how the sales team actually

sells.

03What you'll own

Enablement strategy and roadmap. Define the enablement charter and a

twelve-month roadmap sequenced against Revenue Operations priorities,

prioritized by measurable seller impact: ramp time, productivity, win rate, and

CRM adoption.

Onboarding and ramp. Design and run a structured onboarding curriculum for new

sales hires, with defined ramp milestones and time-to-productivity targets. Own

the ongoing skills development calendar for the existing sales team.

Playbooks and process adoption. Build playbooks by buyer type (corporations, law

firms, and government agencies) and translate the redesigned end-to-end sales

process, including stage-gate criteria, MQL/SQL/SAL definitions, and lead

routing rules, into materials sellers use daily. Adoption of the process, not

documentation of it, is the deliverable.

Sales methodology. Own MEDDPICC (Metrics, Economic Buyer, Decision Criteria,

Decision Process, Paper Process, Identify Pain, Champion, Competition) as KLD's

qualification standard, embedding it in stage-gate criteria, deal reviews, and

Salesforce opportunity fields so every deal is scored the same way. Build

Challenger Sale certification alongside it: commercial teaching, tailoring the

pitch by stakeholder, and taking control of pricing conversations, so reps pair

qualification rigor with a point of view they can lead with. Own the

certification path, assessment, and coaching cadence for both.

Salesforce training and certification. Stand up the Salesforce training and

certification program in partnership with the Data & Systems pillar. Own CRM

adoption analytics and use them to target coaching where adoption lags.

Pricing and deal desk enablement. Partner with the Pricing and Deal Desk team in

Finance on curriculum covering pricing methodology, deal desk workflow, and

approval routing.

Content and tooling. Create and govern a single repository of enablement

content, keep it current, and retire what goes unused. Evaluate enablement

tooling (Highspot or similar) and make the business case as the function scales.

Measurement. Define the enablement scorecard (ramp time, certification

completion, playbook and CRM adoption, win rate movement) and report it through

the Revenue Operations single source of truth.

04First-year outcomes

• An approved enablement charter and twelve-month roadmap, sequenced against
• Revenue Operations priorities.
• A structured onboarding curriculum in production, with ramp milestones defined
• and measured for every new sales hire.
• Playbooks by buyer type in sellers' hands, aligned to the redesigned sales
• process and stage-gate criteria.
• MEDDPICC and Challenger Sale certification complete for the full sales team,
• with MEDDPICC fields live in Salesforce and referenced in every deal review.
• Salesforce training and certification launched, with adoption analytics showing
• measurable improvement across the sales organization.
• Pricing and deal desk enablement curriculum delivered jointly with Finance.
• An enablement scorecard live in the revenue single source of truth, with
• baselines set and targets agreed with sales leadership.

05What we're looking for

Experience. Eight or more years in sales enablement, sales operations, or sales

leadership, including at least one build of an enablement function from the

ground up at a B2B company of meaningful scale. Comfortable as a senior

individual contributor: hands-on with the work today, with the judgment to

design a function others will staff tomorrow.

Industry. eDiscovery, legal technology, or legal services experience is strongly

preferred. Professional services or B2B SaaS backgrounds with complex,

consultative sales cycles are encouraged.

Technical. Working fluency in Salesforce from an adoption and training

perspective. Experience with enablement platforms (Highspot, Seismic, Showpad),

sales engagement tools (Outreach, Salesloft, Gong), and LMS or curriculum

design. Enough BI literacy to read and act on adoption dashboards.

Methodology. Certified or deeply fluent in MEDDPICC (or the broader MEDDIC

family) and Challenger Sale, with experience building the certification program,

coaching rubric, or deal-review framework around them, not just having sold

using them, but having taught and enforced them across a sales team.

Attributes. A builder energized by greenfield and undeterred by ambiguity. A

credible communicator and facilitator who earns the trust of sellers and sales

leadership alike. Data-driven, measuring what enablement changes rather than

what it produces. Moves with urgency and holds high standards for process

discipline.