Senior Account Executive - Legal Tech & AI (Remote)

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

Job summary

Relativity is seeking a Senior Account Executive to own a territory, drive new business, and close strategic deals with law firms. You will manage the full cycle from first conversation to close, while building a robust pipeline and collaborating with a high-performing team.

You will engage lawyers, IT leaders, and firm management, tailoring value propositions around Relativity aiR and cloud solutions. A proactive, owner mindset and strong negotiation skills are essential.

Qualifications

• Strong alignment with Relativity Core Values
• 4 to 6+ years of quota-carrying, full-cycle new business sales in software with a track record of meeting or exceeding quota
• Demonstrated success generating your own pipeline through outbound prospecting
• Experience selling SaaS, cloud, and 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 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

Account management

Business

Business development

Customer relationships

Lead generation

New business development

Relationship management

Sales

Sales management

Solutions selling

Job description

Relativity is seeking a Senior Account Executive to own a territory, drive new business, and close strategic deals with law firms. You will manage the full cycle from first conversation to close, while building a robust pipeline and collaborating with a high-performing team.

You will engage lawyers, IT leaders, and firm management, tailoring value propositions around Relativity aiR and cloud solutions. A proactive, owner mindset and strong negotiation skills are essential.