Senior Account Executive, Law Firm

This is a fully remote position, open to applicants in Arizona, +28 more locations.

📋 Description

• Take charge of new business opportunities from the initial engagement to closing, with responsibility for pipeline development and achieving quotas.

• Develop and implement territory strategies.

• Engage in consistent prospecting through high-volume outbound efforts and strategic account management.

• Conduct discovery and value-oriented discussions with well-defined agendas, unique value propositions, and clear action items.

• Tailor messaging for various audiences, including lawyers, legal operations, IT, and firm leadership.

• Assess client needs and deliver customized cloud and AI-driven solutions, such as Relativity aiR.

• Establish relationships with key decision-makers and act as a consultative advisor.

• Negotiate throughout the sales process, address objections, and achieve alignment on shared goals.

• Oversee the Relativity contracting process and manage internal collaborations with Legal, Deal Desk, and other partners.

• Address pricing, objections, and risk-related discussions.

• Anticipate potential challenges and incorporate mitigation strategies in deal plans.

• Utilize Sales Engineering and other specialists effectively.

• Maintain Salesforce, adhere to MEDDPICC standards, and ensure accurate forecasting.

• Keep an eye on the eDiscovery and legal data intelligence landscape, including competitors.

• Share insights about customers and competitors within the organization.

• Represent Relativity at industry events and advocate for our partners.

• Demonstrate dedication to Relativity's Core Values.

⛳️ Requirements

• 4 to 6+ years of proven success in quota-carrying, full-cycle new business sales within a software company.

• A solid track record of achieving or surpassing quotas of [$X] or a similar scale in the market.

• Proven ability to generate personal pipeline through outbound prospecting efforts.

• Experience in selling SaaS, cloud, and/or AI solutions to diverse stakeholders throughout complex sales cycles.

• Familiarity negotiating contracts and addressing pricing, objections, and legal evaluations.

• Knowledge of a structured sales methodology, such as MEDDPICC.

• Strong discipline in CRM management.

• Ability to establish credibility and trusted relationships with senior stakeholders.

• Proficiency in customizing messages and presentation styles for both executive and technical audiences.

• Intellectual curiosity regarding data, AI, and the legal sector.

• Prior experience in legal tech or eDiscovery is preferred.

• Excellent time management and discipline in account planning and prospecting activities.

• A commitment to objectives, key results, accountability, and ongoing personal growth.

• Clear, accurate, and effective communication skills.

• Strong alignment with Relativity's Core Values.

🏝️ Benefits

• Competitive cash on-target earnings (OTE).

• Long-term incentives.

• Fair and equitable compensation practices.