Lead Account Executive, Law Firm - Existing Business

Relativity; Atlanta (GA); Hybrid; USD 210,000 - 315,000; Full time

Job summary

Relativity is seeking an experienced senior account executive to manage a concentrated portfolio of law-firm accounts, driving retention, revenue growth, and long-term strategic partnerships. You will engage senior leadership, shape renewal strategies, and collaborate with cross-functional teams including Sales Engineering, Product, and Customer Success to deliver coordinated account plans.

The role requires deep understanding of data, databases, and AI/LLM technologies, with travel to strategic

Qualifications

• 7+ years of quota-carrying, full-cycle sales for large, complex enterprise accounts in a software company with a track record of exceeding $2M annual quotas or comparable

Responsibilities

• Own a portfolio of Relativity's largest, most complex law firm accounts and oversee retention, revenue growth, and long-term relationship health
• Demonstrate commitment to Relativity Core Values
• Build and expand relationships beyond core eDiscovery contacts to firm leadership and cross-practice groups
• Engage and influence practicing lawyers as products enable self-service, conversational AI experiences
• Lead negotiations for major renewals and expansions and balance customer objectives with Relativity's interests
• Identify competitive threats and mitigate risks within accounts
• Orchestrate cross-functional account teams to deliver a coordinated strategy
• Advise sales leadership on segment strategy and engagement models
• Represent Relativity credibly in executive meetings and industry events
• Mentor and develop other Account Executives and share knowledge
• Contribute to strategic team initiatives and drive engagement model evolution

Skills

Account Management

Business Development

Business Development Consulting

Customer Relationships

Customer Retentions

Product Knowledge

Relationship Building

Relationship Management

Sales

Upselling

Job description

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 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.

We believe that great talent is not bound by geography and that what you do matters more than where you do it. Relativity has assumed a hybrid work strategy, allowing for employees to work from home and a physical Relativity office location within certain logistical boundaries.

Job Description and Requirement

Role Responsibilities:

• Own a concentrated portfolio of Relativity's largest, most complex, and strategically important law firm accounts, with accountability for retention, revenue growth, and long-term relationship health
• Demonstrate consistent commitment to Relativity Core Values
• Build and expand relationships beyond core eDiscovery contacts into firm leadership - Managing Partners, General Counsel, Heads of Litigation, and innovation/AI committee leads - as well as horizontally across practice groups, positioning yourself as a trusted advisor on legal-industry and AI trends and Relativity as a strategic partner rather than an operational vendor
• Engage and influence practicing lawyers directly as our products increasingly enable self-service, conversational AI experiences for practitioners
• Lead negotiations and commercial strategy for major renewals and expansions - presenting terms and business rationale directly to senior firm stakeholders while balancing customer objectives with Relativity's long-term interests
• Proactively identify competitive threats and relationship risks within your accounts, and develop strategies to protect and expand Relativity's position
• Orchestrate cross-functional account teams - Customer Success, Sales Engineering, Product, and other internal partners - to deliver a coordinated account strategy
• Act as a thought partner to sales leadership on segment strategy, account segmentation, and engagement models - bringing customer and market intelligence back into the organization to inform how our team operates and goes to market
• Represent Relativity credibly in executive meetings, industry events, conferences, and panels, building and maintaining a strong personal network among senior legal-industry and legal-technology leaders
• Mentor and develop other Account Executives on the team through coaching, knowledge sharing, and account strategy support, modeling the standards of judgment, preparation, and executive presence expected across the team
• Contribute beyond your own book of business by taking ownership of strategic team initiatives, bringing an entrepreneurial posture to how our engagement model evolves

Qualifications

• Strong alignment with Relativity Core Values

• 7+ years of successful quota-carrying, full-cycle sales for large, complex enterprise accounts within a software company, with a track record of exceeding annual sales quotas of $2M or more (or a comparable scale within your market)
• Two or more years of experience selling SaaS, cloud, and/or enterprise AI solutions
• Complex solution selling or customer success management involving multiple stakeholders, competing priorities, and long decision cycles that required business transformation
• Skilled at negotiating complex, multi-year contracts, including experience presenting terms directly to senior and executive stakeholders
• Proven technical acumen and intellectual curiosity - comfortable in detailed conversations about data, databases, and AI/LLM technology, and confident representing our technology directly to technical buyers rather than relying solely on Sales Engineering or Product support. Prior legal tech experience is strongly preferred
• Demonstrated success building trusted relationships with senior executives (GC, Managing Partner, C-level) and other influential decision-makers beyond day-to-day operational contacts
• High degree of comfort with public speaking and presenting to audiences ranging from individual practitioners to executive committees
• Deep understanding of the competitive landscape - including how Relativity's strengths, weaknesses, and opportunities stack up against AI-native entrants and other alternatives - and the judgment to translate that into account and team strategy
• Established relationships with senior leaders across the legal and legal-technology industry, with a genuine interest in representing Relativity externally and willingness to travel regularly for strategic engagements and industry events
• Entrepreneurial mindset - comfortable operating in ambiguity, piloting new approaches, and driving initiatives without waiting for a playbook or extensive direction
• Demonstrated ability to coach and mentor colleagues and mobilize cross-functional teams around complex account or business objectives, modeling high standards for the broader team
• You set a high bar of success, hold yourself accountable to objectives & key results, and believe in perpetual growth and development
• Communicate with empathy, clarity, accuracy, and efficiency; solutions-focused, you identify areas for improvement and bring solutions forward

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 $210,000 and $315,000.

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 Development
• Business Development Consulting
• Customer Relationships
• Customer Retentions
• Product Knowledge
• Relationship Building
• Relationship Management
• Sales
• Upselling