Senior Account Executive, Corporate

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

Benefits offered by this job

Flexible work arrangements

Winter break

401k matching

Paid parental leave

Job summary

Relativity is seeking a Senior Account Executive to drive new customer acquisition among the world’s largest companies. You will own a named account territory, build and deepen executive relationships, and position multi-year agreements to C-level buyers.

You will manage full sales cycles, coordinate with global sales teams, and bring strategic insights to help clients modernize litigation workflows. This role offers competitive OTE and flexible work options.

Qualifications

• 2+ years 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.

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 influence long-term technology 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
• Coordinate global sales opportunities with sales reps around the world

Skills

SaaS sales

Complex sales cycles

Public speaking

Enterprise software

Job description

Posting Type

Remote/Hybrid

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.

Job Description and Requirement

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

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

What Relativity Has to Offer

Relativity's software helps users organize data and quickly identify key issues during litigation, internal investigations, and compliance projects. They offer their employees great benefits like:

• Flexible work arrangements
• Winter break (office closed from Christmas through New Year's Day)
• 401k matching
• Paid parental leave