Senior Account Executive, Corporate

Relativity; Illinois; Hybrid; USD 179,000 - 269,000; Full time

Job summary

Relativity seeks a Senior Account Executive to acquire new customers among the world’s largest enterprises. You will manage a named territory, build executive relationships, and present multi-year terms to C-level leaders. Collaborate with Relativity Trace and partners to expand opportunities, coordinating global efforts with teams around the world.

The role emphasizes direct enterprise sales, complex deal cycles, and trusted advisory capabilities in a Hybrid/Remote environment within the US.

Qualifications

• Two+ years in SaaS, cloud or integration sales.
• Experience with complex solution selling and long sales cycles.
• Strong public speaking and presentation skills.

Responsibilities

• You will be assigned a named account territory consisting of large, litigious companies.
• Build and deepen executive relationships to influence technology decisions.
• Deliver value and act as a trusted advisor with insights and ideas.
• Manage entire sales cycles, including multi-year terms with C-levels.
• Lead account strategy across Relativity Trace and channel partners to grow enterprise opportunities.
• Coordinate global opportunities with sales reps worldwide.

Skills

Account Management

Business

Business Development

Customer Relationships

Lead Generation

New Business Development

Relationship Management

Sales

Sales Management

Solutions Selling

Job description

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.

Posting Type

Remote/Hybrid

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 $269,000

Required Skills

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