Senior Account Executive, Law Firm

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 the discipline to protect "important but not immediate" work like account planning and prospecting 

• You set a high bar for yourself, hold yourself accountable to objectives and key results, and believe in perpetual growth and development 

• You communicate with clarity, accuracy, and efficiency, and you bring solutions forward, not just problems 

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 $269,000

The 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