Senior Account Executive — Law Firms (AI/Cloud, Remote)

Relativity; Phoenix (AZ); Hybrid; USD 179,000 - 269,000; Full time

Job summary

Relativity is seeking a Senior Account Executive to win new business with law firms in a hybrid/remote US role. You will own the pipeline from first contact through close, building territory plans and driving high-velocity outbound plus strategic account work.

You will engage with senior stakeholders, negotiate contracts, and leverage Relativity aiR in cloud/AI-driven environments. This role rewards ownership, collaboration, and a results-driven mindset.

Qualifications

• 4 to 6+ years of quota-carrying, full-cycle software sales in a software company.
• Experience generating own pipeline through outbound prospecting, not just inbound.
• Experience selling SaaS, cloud, and/or AI solutions to multiple stakeholders over complex sales cycles.
• Experience negotiating contracts and working through pricing, objections, and legal review.
• Working knowledge of a structured sales methodology such as MEDDPICC, with strong CRM discipline.
• Ability to build credibility and trusted relationships with senior stakeholders.
• Skill in tailoring messages to executive and technical audiences.
• Intellectual curiosity about data, AI, and the legal industry; prior legal tech or eDiscovery experience preferred.
• Strong time management and discipline to protect strategic work like account planning.

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 prioritizes time and outreach for revenue.
• Prospect consistently and at volume, balancing outbound with strategic account work.
• Run discovery and value conversations with clear agendas and defined next steps.
• Adapt messaging to different audiences, including practicing lawyers, legal ops, IT, and firm leadership.
• Diagnose client needs and present tailored cloud/AI solutions with Relativity aiR.
• Build multi-threaded relationships across decision-makers as a trusted advisor.

Skills

Quota-carrying sales

SaaS sales

MEDDPICC

CRM discipline

Stakeholder management

Executive communication

Tools

Salesforce

Job description

Relativity is seeking a Senior Account Executive to win new business with law firms in a hybrid/remote US role. You will own the pipeline from first contact through close, building territory plans and driving high-velocity outbound plus strategic account work.

You will engage with senior stakeholders, negotiate contracts, and leverage Relativity aiR in cloud/AI-driven environments. This role rewards ownership, collaboration, and a results-driven mindset.