Senior Account Executive - Law Firms (Remote)

Relativity; New York (NY); Hybrid; USD 179,000 - 269,000; Full time

Job summary

Relativity is seeking a Senior Account Executive to win new business with law firms. You will own the pipeline from first conversation through close, guiding a territory strategy and driving revenue.

You will join a high-performance team and be coached by a manager who expects ownership and growth, with a focus on MEDDPICC, Salesforce discipline, and strategic account work. You will engage senior stakeholders, tailor messages to executives and technical teams, and navigate pricing discussions.

Qualifications

• Strong alignment with Relativity Core Values.
• 4 to 6+ years of successful quota-carrying, full-cycle new business sales in a software company, with a track record of meeting or exceeding quota of [$X] or a comparable scale within your market.
• Demonstrated success generating your own pipeline through outbound prospecting, not only working inbound or inherited demand.
• 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 your message and presentation style to executive and technical audiences.
• Intellectual curiosity about data, AI, and the legal industry. Prior legal tech or eDiscovery experience is preferred.
• Strong time management and the discipline to protect "important but not immediate" work like account planning and prospecting.
• You set a high bar for yourself, hold yourself accountable to objectives and key results, and believe in perpetual growth and development.
• You communicate with clarity, accuracy, and efficiency, and you bring solutions forward, not just problems.

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

Quota carrying sales

Outbound prospecting

SaaS sales

Cloud/AI solutions

Contract negotiations

MEDDPICC

CRM discipline

Executive stakeholder management

Proposal tailoring

Time management

Tools

Salesforce CRM

Job description

Relativity is seeking a Senior Account Executive to win new business with law firms. You will own the pipeline from first conversation through close, guiding a territory strategy and driving revenue.

You will join a high-performance team and be coached by a manager who expects ownership and growth, with a focus on MEDDPICC, Salesforce discipline, and strategic account work. You will engage senior stakeholders, tailor messages to executives and technical teams, and navigate pricing discussions.