Senior Account Executive - DACH Enterprise

kcura; Deutschland; Hybrid; EUR 90.000 - 150.000; Vollzeit

Zusammenfassung

Relativity, a global leader in AI-powered eDiscovery and compliance SaaS, seeks a Senior Account Executive for the DACH region. You will own strategic accounts, manage multi-year deals, and shape the revenue engine with channel partners in a hybrid work model.

You will drive full sales cycles, build executive relationships, and leverage a challenger mindset to win in a competitive landscape, using MEDDPICC and Salesforce hygiene.

Qualifikationen

• Five or more years quota-carrying full-cycle sales experience in new customer acquisition for an enterprise SaaS company.
• eDiscovery and/or Legal/Compliance SaaS sales experience preferred.
• Complex solution selling with a challenger mindset (i.e. experience selling solutions that required the end client to realign certain business processes).
• Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement.
• You set a high bar of success and take ownership holding yourself accountable to objectives & results.
• Methodical in your approach to the sales process, utilising MEDDPICC, Value Selling or similar with strong Salesforce hygiene.
• Business fluent in German & English

Aufgaben

• You will be assigned a named account territory comprised of strategic accounts/prospects in our Global 500 corporate focus territory.
• Search, find and nurture leads & build and own executive relationships with our strategic prospect base to influence decisions.
• Add value and be viewed as a trusted partner by bringing insights with follow through execution.
• Collaborate with Channel Partners to drive a co-selling motion while maintaining relationships within corporate accounts.
• Own and manage entire sales cycles and negotiate terms with C-level executives.
• Own detailed territory and account strategy leading to growth opportunities.
• Lead and coordinate internal cross-functional lines of business and Channel Partners to maximize opportunities.
• Coordinate with global sales teams on strategic accounts and deliver product demonstrations and value presentations.
• Demonstrate consistent commitment to Relativity Core Values

Kenntnisse

Account Management

Business

Business Development

Customer Relationships

Lead Generation

New Business Development

Relationship Management

Sales

Sales Management

Solutions Selling

Jobbeschreibung

Posting Type

Hybrid

Job Overview

We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with an AI-powered platform to organize data, discover the truth, and act on it. Global Government bodies, 199 of the Am Law 200, Global 500 Corporations with more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.

Our SaaS product,RelativityOneunderpinned with our Gen AIaiRSuite has become the fastest-growing product in the company's history and we have consistently been named a great workplace. As we grow, we continue to seek individuals that will bring their whole, authentic self to our team.

As our DACH-Region continues todemonstrateimpressive year-over-year growth, we are excited to expand our team to capture the high demand. As a Senior Account Executive in our DACHCorporatesAccounts team, you will join a high-performing team of diverse, growth-minded, and creative people who embody our core values. The ideal candidate will own relationships and the full sales process within a Strategic Named Account territory.

Job Description and Requirements

Role Responsibilities

• You will be assigned a named account territory comprised of strategic accounts/ prospectsin our Global 500 corporate focus territory(DAX40, M-DAX, SMI, leading non-public accounts, etc)

• Search, find and nurture leads & build and own executive relationships with our strategic prospect base to help influence their long-term technology and business decisionsand generate new business

• Add value and be viewed as a trusted partner by bringing thought leadership, compelling insights and ideas with follow through execution.

• Strongly collaborate and work with our Channel Partners to drive a strong co-selling motion in market whilst maintaining close relationships and networkswith the accountswithin the corporate sector. We prefer companies to work with our Channel Partners first and foremost, but they can also buy direct if they require.

• Own and manage entire sales-cycles and challenge the status quo, negotiate terms and understand associated legal and business risks (includes presenting multi-year agreements to C-level executives).

• Own detailed territory and account strategy leading to the creation of growth opportunities.

• Lead and coordinate internal cross functional lines of business and our Channel Partners - maximize business impact generating opportunities with our strategic enterpriseprospects.

• Coordinate and collaborate with our global sales teams on global strategic accounts, both internally within Relativity and with our Channel Partners. Coordinate market level thought leadership sessions, product demonstrations and value presentations for strategic accounts that culminates in value-inspired business cases tailored to your accounts

• Demonstrate consistent commitment to Relativity Core Values

Qualifications

• Five or more years quota-carrying full-cycle sales experience in new customer acquisition for an enterprise SaaS company.

• eDiscovery and/or Legal/Compliance SaaS sales experience preferred.

• Complex solution selling with a challenger mindset (i.e. experience selling solutions that required the end client to realign certain business processes)

• Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement

• You set a high bar of success and take ownership holding yourself accountable to objectives & key results

• Methodical in your approach to the sales process, utilising MEDDPICC, Value Sellingor similar with strong Salesforce hygiene

• Business fluent in German & English

Suggested Skills

Account Management, Business, Business Development, Customer Relationships, Lead Generation, New Business Development, Relationship Management, Sales, Sales Management, Solutions Selling