Sr. Director, Revenue Operations
KLDiscoveryKLDiscovery is standing up Revenue Operations as a dedicated function, and we’re looking for the leader who will design it, build it, and run it. Reporting to the Chief Revenue Officer, the Senior Director of Revenue Operations is the connective tissue across Sales, Marketing, Client Success, Product, and Finance, translating commercial strategy into a repeatable, measurable, and instrumented go-to-market engine.
What you'll own
Revenue strategy and intelligence. Partner with the CRO and commercial leadership on annual and quarterly go-to-market plans, revenue targets, and capacity models. Build and maintain a single source of truth for revenue performance across pipeline, bookings, retention, churn, transaction revenue, MRR, ARR, and NRR. Deliver executive- and board-facing reporting that drives faster, higher-confidence commercial decisions. Partner with Finance on the rolling forecast process, ensuring pipeline transparency and forecast accuracy across the sales organization.
Sales process and pipeline governance. Design, document, and continuously optimize the end-to-end sales process from lead qualification through contract execution, retention, and renewal. Define and enforce pipeline hygiene standards and implement stage-gate criteria that improve forecast reliability and deal velocity. Establish first-touch SLAs, lead routing rules, and recycling logic. Define MQL, SQL, and SAL jointly with the CMO and the demand generation team. Partner with Sales leadership on territory design, quota setting, and account segmentation.
Salesforce and the revenue tech stack. Own Salesforce governance, data integrity, and adoption standards across the sales organization. Lead the consolidation of two Salesforce instances and two HubSpot portals into a single source of truth. Govern the HubSpot | Salesforce sync, third-party data feeds (LeadGenAI, CourtLink, ZoomInfo, event sources), and the broader revenue tech stack. Evaluate and integrate tooling that improves seller productivity, pipeline visibility, and customer intelligence.
Enablement and adoption. Stand up the sales enablement function including Salesforce certification and training, playbooks by buyer type, onboarding curriculum, and CRM adoption analytics. Partner with the Pricing and Deal Desk team in Finance on enablement curriculum covering pricing methodology, deal desk workflow, and approval routing.
Cross-functional partnership. Serve as the operational bridge between Sales, Marketing, Finance, Legal, and Client Success. Partner with Marketing on lead funnel analytics, campaign ROI, and demand generation efficiency. Partner with Finance on the rolling forecast, comp plan design, deal economics, and the Pricing and Deal Desk function that lives within Finance. Collaborate with Client Success on expansion and retention metrics and at-risk account identification.
Leadership and team build. Build, lead, and mentor a Revenue Operations team organized around three pillars — Pipeline & Forecast, Data & Systems, and Enablement & Adoption. Recruit and develop RevOps talent aligned to KLDiscovery’s growth trajectory. Operate as a trusted advisor to the CRO and the broader commercial leadership team.
First year outcomes
A single source of truth for pipeline, bookings, and revenue performance reporting across all business lines, replacing the spreadsheet-based BI that exists today.
A unified, board-ready revenue forecast process built jointly with Finance, with defined accuracy targets and a documented accountability cadence.
Salesforce governance standards and data hygiene baselines in production, with measurable adoption improvement across the sales organization and a documented plan to consolidate to a single instance.
A redesigned end-to-end sales process with stage-gate criteria, MQL/SQL/SAL definitions agreed jointly with Marketing, and lead routing rules that replace the current informal model.
Friction points in the revenue cycle diagnosed and removed, with quantified impact on conversion velocity and deal cycle time.
A full assessment of the current revenue tech stack delivered to the executive team, with a twelve month roadmap for consolidation, optimization, and new tooling.
A Revenue Operations team in place focused on Pipeline & Forecast, Data & Systems, and Enablement & Adoption, with supporting roles staffed against priority workstreams.
What we're looking for
Experience. Eight or more years in Revenue Operations or Sales Operations, with meaningful time leading teams and a track record of building or rebuilding a function from the ground up. Experience operating in a CRO-direct or commercial-leadership-direct capacity at a B2B company of meaningful scale. Demonstrated success owning forecast, pipeline, and sales process at the enterprise level.
Industry. eDiscovery, legal technology, or legal services experience is strongly preferred. Adjacent backgrounds in professional services, B2B SaaS with per-matter, consumption-based, or hybrid pricing models are encouraged.
Technical. Salesforce expertise is required, including hands-on governance, administration oversight, and reporting; a current or prior admin certification is a plus. BI tooling experience is required (Tableau, Power BI, or similar), including design of executive- and board-facing dashboards. HubSpot experience is preferred, particularly with HubSpot | Salesforce sync architecture. Familiarity with sales engagement platforms (Outreach, Salesloft, Gong, Highspot), CPQ tooling, and modern data warehouse or canonical metrics design are pluses.
Leadership attributes. A data-driven strategist who translates complex data into clear narratives and actionable recommendations, and who never lets perfect be the enemy of insight. An operator at heart — moves with urgency, gets into the details, and holds the organization to high standards of process discipline. A collaborative influencer who earns trust across functions and levels and drives alignment without direct authority. A builder, comfortable with ambiguity, energized by greenfield. Communicates with clarity and confidence to the CRO, CFO, and executive team.
About KLDiscovery
KLDiscovery is a leading global provider of eDiscovery, information governance, and data recovery services. We serve corporations, law firms, and government agencies worldwide, bringing clarity, trust, and meaning to data in the most complex matters.