Relativity · Los Angeles
Sales & Business
Posting Type
Remote/Hybrid
Job Overview
The Senior Account Executive role is a new customer acquisition role focused on developing new, direct commercial relationships with the largest companies in the world. Historically, Relativity has provided solutions to support the eDiscovery needs of law firms and a robust community of partners. But, corporate enterprises are bringing more of their litigation processes in-house and choosing Relativity as their platform of choice. Our corporate segment is our newest and fastest growing area of GTM focus.Job Description and Requirement
Job Responsibilities
You will be assigned a named account territory comprised of the largest, most litigious companies in the world
Build and deepen executive relationships with a strategic customer base to help influence their long-term technology and decisions
Add value and be viewed as a trusted advisor by bringing compelling insights and ideas, then implement
Manage entire sales-cycles with experience in negotiating terms and understanding associated legal and business risks (includes presenting multi-year agreements to C-level executives)
Lead detailed account strategy in generating and developing business growth opportunities, working with multiple lines of business including Relativity Trace or Channel Partners - all to enhance outcomes and open up opportunities with large enterprise customers
Coordinate global sales opportunities with sales reps around the world
Minimum Qualifications
Two or more years of experience selling SaaS, cloud and/or integration products.
Experience with complex solution selling, large transactions and/or lengthy sales campaigns.
High degree of comfort with public speaking and giving presentations.
Preferred Qualifications
Five or more years of quota-carrying experience in new business development for an enterprise software company
Two or more years of experience selling SaaS, cloud or integration products
Experience with complex solution selling, large transactions or lengthy sales campaigns
High degree of comfort with public speaking and giving presentations
Experience working for a company within the e-discovery, CMS or big data analytics industry.
Prior legal tech experience in areas such as e-discovery, litigation services, or information technology
B2B enterprise SaaS sales experience
Challenger sales mindset
Relativity is committed to competitive, fair, and equitable compensation practices.
This position is eligible for total compensation which includes competitive cash on-target earnings (OTE) and long-term incentives. The expected OTE range for this role is between following values
$179,000 and $269,000The final offered OTE will be based on several factors, including but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in this position.
Required Skills:
Account Management, Business, Business Development, Customer Relationships, Lead Generation, New Business Development, Relationship Management, Sales, Sales Management, Solutions Selling