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Filevine is a Legal AI company delivering Legal Operating Intelligence for the future of legal work. The platform unifies data, documents, workflows, and teams into one system powered by LOIS (Legal Operating Intelligence System), which reads, understands, and reasons across legal data to automate complexity and surface insight.
In this role, you will own how new Business Development Representatives (BDRs) learn to sell at Filevine, from onboarding through ongoing skill development. You'll be responsible for running the monthly BDR onboarding program, building and maintaining the training curriculum, managing the mentor program, and using performance data to continuously improve all three initiatives.
Key responsibilities include:
**Onboarding:** Run a two-week onboarding program for each monthly BDR cohort combining live sessions (in-person and virtual) with self-paced learning. Build and update curriculum covering the tech stack (Salesforce, Gong, Nooks, ZoomInfo, Sales Navigator, 6sense, GTM Buddy), sales methodology, writing and communication skills, professionalism, and product/persona knowledge. Set clear expectations and success metrics for new hires, tracking progress through the first 90 days. Coach new BDRs on live calls and provide feedback using Gong and other engagement tools.
**Ongoing Training & Enablement:** Design coaching programs to improve SQL-to-SAL conversion. Lead 1:1 and group coaching sessions, performance clinics, and targeted enablement sprints. Partner with AE Enablement on certifications and training by vertical, persona, and product line. Develop new cadence strategies for practice areas and product launches.
**Mentor Program:** Own the BDR Mentor Program, including selecting and training mentors, running weekly check-ins, and tracking results. Set program standards and hold mentors accountable for measurable mentee improvement.
**Measurement & Improvement:** Report on ramp time, training NPS, call quality, and qualification metrics. Use performance data to refine content and delivery while maintaining high completion and engagement rates.
Success is measured by decreased BDR ramp time with faster pipeline contribution in the first 90 days, increased SQL-to-SAL conversion for ramped BDRs, consistently high training satisfaction scores, clear positive impact from mentors and mentees, and becoming a trusted partner to Sales, Product, and Marketing Enablement teams.
**Requirements:**
- 3+ years in Sales Enablement, BDR/BDR training, or sales leadership (preferably in SaaS)
- Experience developing and facilitating training programs for inbound and outbound sales
- Strong instructional design skills and understanding of adult learning principles
- Deep understanding of B2B SaaS sales tools (e.g., Salesforce, SalesLoft, Gong, GTM Buddy)
- Exceptional facilitation, coaching, and communication skills
**Bonus qualifications:**
- Prior experience in a quota-carrying BDR or AE role
- Familiarity with legal tech or complex, multi-persona sales cycles
- Experience designing certification paths and persona-based enablement strategies
- Background in instructional design or learning & development
About Filevine
Legal / Compliance / Risk; SaaS — legal case management and workflow platform.
