About the role
About Filevine
Filevine is a Legal AI company delivering Legal Operating Intelligence for the future of legal work. Grounded in a singular system of truth, Filevine brings together data, documents, workflows, and teams into one unified platform, where modern legal work happens with clarity and consistency.
Powered by LOIS, the Legal Operating Intelligence System, Filevine connects context across every matter to transform legal operations from reactive to proactive. LOIS reads, understands, and reasons across your data to surface insight, automate complexity, and give professionals the clarity and confidence to see more, know more, and do more. Fueled by a team of exceptional collaborators and innovators, Filevine’s rapid growth has earned AI awards and recognition from Deloitte and Inc. as one of the most innovative and fastest-growing technology companies in the country.
The Role
You will own how new Business Development Representatives (BDRs) learn to sell at Filevine, from their first day through ongoing skill development. You’ll run our monthly onboarding program, build the training curriculum, manage our mentor program, and use performance data to improve all three. Your goal is to get BDRs productive faster and keep them improving.
What You’ll Do
Onboarding
- Run a two-week onboarding program for each monthly BDR cohort, combining live sessions (in person and virtual) with self-paced learning in GTM Buddy.
- Build and update curriculum covering our tech stack (Salesforce, Gong, Nooks, ZoomInfo, Sales Navigator, 6sense, GTM Buddy), sales methodology, writing and communication skills, professionalism, and product and persona knowledge.
- Set clear expectations and success metrics for every new hire, and track progress against them through the first 90 days.
- Coach new BDRs on live calls and give feedback using Gong and other engagement tools.
- Ongoing Training & Enablement
- Design coaching programs that improve SQL-to-SAL conversion.
- Lead 1:1 and group coaching, performance clinics, and short, 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: 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, and keep completion and engagement high.
What Success Looks Like
- BDR ramp time decreases, and new hires contribute pipeline sooner within their first 90 days.
- SQL-to-SAL conversion for ramped BDRs increases.
- Training satisfaction scores (NPS) are consistently high.
- Mentors and mentees report clear, positive impact.
- Sales, Product, and Marketing Enablement see you as a trusted partner.
Qualifications
Must-Have Experience
- 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 experience with adult learning principles.
- Deep understanding of B2B SaaS sales tools (e.g., Salesforce, SalesLoft, Gong, GTM Buddy).
- Exceptional facilitation, coaching, and communication skills.
- Bonus Points
- 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.