Senior Account Executive, Corporate

Relativity; Northern (KY); Hybrid; USD 179,000 - 269,000; Full time

Job summary

Relativity is seeking a Senior Account Executive to lead new enterprise sales in a remote/hybrid capacity. You will manage named accounts, influence long-term technology decisions, and present multi-year agreements to C-level buyers.

The role focuses on large, complex transactions across a global client base. Ideal candidates have 5+ years in quota-carrying enterprise software sales, strong public speaking skills, and a track record of closing multi-million deals.

Qualifications

• Two+ years selling SaaS, cloud and/or integration products.
• Experience with complex solution selling and large transactions.
• Public speaking and presenting to executives.

Responsibilities

• Manage named enterprise accounts and develop executive relationships.
• Lead multi-year deals and present terms to C-level executives.
• Coordinate global opportunities with cross-border sales teams.
• Drive growth with Relativity Trace and channel partners.

Skills

Account management

Business development

Customer relationships

Lead generation

New business development

Relationship management

Sales

Sales management

Solutions selling

Job description

Posting Type Remote/Hybrid

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

We’re solving big data challenges in the legal tech industry, and we’re always looking for more people to join us on the journey. At Relativity, you'll learn cross-functional skills to grow your career and have the chance to make a big impact on our customers, our industry, and our communities. We admire and value our employees, so it’s no surprise that our hiring process is designed to help us really get to know you – and for you to get to know us, too.