Posting Type
Remote/Hybrid
Job Overview
We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with a powerful platform to organize data, discover the truth, and act on it. The US Department of Justice, 199 of the Am Law 200, and more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects. Our AI platform, Relativity aiR, has become the fastest-growing product in the company's history.
Our law firm segment continues to grow year over year, and we are looking for a Senior Account Executive to win new business with law firms. You will be the CEO of your territory: you own the pipeline, the strategy, and the outcome, from first conversation through close. You will join a high-performing team of growth-minded, creative people who embody our core values, and you will be coached by a manager who is direct, invested in your growth, and expects you to act like an owner.
Job Description and Requirement
Role Responsibilities
Own new business opportunities in your territory from initial engagement through close, with full accountability for pipeline creation and quota attainment
Build and run a territory plan that puts your time, outreach, and effort where they will produce the most revenue
Prospect consistently and at volume, balancing high-activity outbound with strategic account work
Run discovery and value conversations with clear agendas, differentiated value propositions, and defined next steps that keep deals moving
Adapt your message to different audiences, including practicing lawyers, legal operations, IT, and firm leadership
Diagnose client needs and present tailored solutions, especially in cloud and AI-driven environments, with Relativity aiR as a core part of your story
Build multi-threaded relationships across decision-makers and position yourself as a consultative, trusted advisor aligned to a firm's transformation goals
Use negotiation tactics throughout the sales cycle to command the process, overcome objections, and secure agreement on mutual objectives
Act as a Relativity contracting process subject matter expert: set expectations with customers and own the internal relationships with Legal, Deal Desk, and other partners
Handle challenging conversations on pricing, objections, and risk, and bring in senior leadership only when it adds strategic value
Anticipate roadblocks and build mitigation into your deal plans
Leverage Sales Engineering and other specialists effectively to advance buyer engagement
Maintain disciplined Salesforce, MEDDPICC, and forecasting hygiene, and execute pre- and post-meeting work reliably
Keep current on the eDiscovery and legal data intelligence market, key competitors, and how they position against us
Share customer and competitor insights internally to inform and influence our strategy
Represent Relativity at industry events and advocate for our partners
Demonstrate consistent commitment to Relativity Core Values
Qualifications
Strong alignment with Relativity Core Values
[4 to 6]+ years of successful quota-carrying, full-cycle new business sales in a software company, with a track record of meeting or exceeding quota of [$X] or a comparable scale within your market
Demonstrated success generating your own pipeline through outbound prospecting, not only working inbound or inherited demand
Experience selling SaaS, cloud, and/or AI solutions to multiple stakeholders over complex sales cycles
Experience negotiating contracts and working through pricing, objections, and legal review
Working knowledge of a structured sales methodology such as MEDDPICC, with strong CRM discipline
Ability to build credibility and trusted relationships with senior stakeholders
Skill in tailoring your message and presentation style to executive and technical audiences
Intellectual curiosity about data, AI, and the legal industry. Prior legal tech or eDiscovery experience is preferred
Strong time management and…