Senior Account Executive - Law Firm SaaS & AI Solutions

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

Job summary

Relativity is recruiting a Senior Account Executive to own new business in a law firm-focused territory. You will drive pipeline from first contact to close, build a strategic plan, and balance high-volume outbound with targeted account work.

Expect to engage practicing lawyers, IT, and law firm leadership, tailoring your message and negotiating contracts while leveraging Relativity aiR as a core differentiator. You will work in a remote/hybrid model targeting the US market.

Qualifications

• 5+ years of quota-carrying, full-cycle software sales in a tech company.
• Experience selling SaaS/cloud/AI solutions to multiple stakeholders.
• Experience negotiating contracts and handling pricing objections.

Responsibilities

• Own new business opportunities in your territory from initial engagement through close, with full accountability for pipeline creation and quota attainment.
• Build and run a territory plan that puts your time, outreach, and effort where they will produce the most revenue.
• Prospect consistently and at volume, balancing high-activity outbound with strategic account work.
• Run discovery and value conversations with clear agendas, differentiated value propositions, and defined next steps that keep deals moving.
• Adapt your message to different audiences, including practicing lawyers, legal operations, IT, and firm leadership.
• Diagnose client needs and present tailored solutions, especially in cloud and AI-driven environments, with Relativity aiR as a core part of your story.
• Build multi-threaded relationships across decision-makers and position yourself as a consultative, trusted advisor aligned to a firm's transformation goals.
• Use negotiation tactics throughout the sales cycle to command the process, overcome objections, and secure agreement on mutual objectives.
• Act as a Relativity contracting process subject matter expert: set expectations with customers and own the internal relationships with Legal, Deal Desk, and other partners.
• Handle challenging conversations on pricing, objections, and risk, and bring in senior leadership only when it adds strategic value.
• Anticipate roadblocks and build mitigation into your deal plans.
• Leverage Sales Engineering and other specialists effectively to advance buyer engagement.
• Maintain disciplined Salesforce, MEDDPICC, and forecasting hygiene, and execute pre- and post-meeting work reliably.
• Keep current on the eDiscovery and legal data intelligence market, key competitors, and how they position against us.
• Share customer and competitor insights internally to inform and influence our strategy.
• Represent Relativity at industry events and advocate for our partners.
• Demonstrate consistent commitment to Relativity Core Values.

Skills

Account Management

Business Development

Lead Generation

New Business Development

Relationship Management

Sales

Solutions Selling

Salesforce

Tools

Salesforce

Job description

Relativity is recruiting a Senior Account Executive to own new business in a law firm-focused territory. You will drive pipeline from first contact to close, build a strategic plan, and balance high-volume outbound with targeted account work.

Expect to engage practicing lawyers, IT, and law firm leadership, tailoring your message and negotiating contracts while leveraging Relativity aiR as a core differentiator. You will work in a remote/hybrid model targeting the US market.