Senior Account Executive - Legal Tech & AI SaaS

Relativity; Jacksonville (FL); Hybrid; USD 179,000 - 269,000; Full time

Job summary

Relativity is seeking a Senior Account Executive to lead new business within the law firm segment. You will own the pipeline from first conversation through close, managing outbound prospecting and strategic account work.

The role emphasizes cloud/AI solutions, consultative selling, and a strong CRM discipline. You will partner with Legal, Deal Desk, and Sales Engineering while building multi-threaded relationships across senior stakeholders.

Qualifications

• 4 to 6+ years of quota-carrying, full-cycle new business sales in a software company, with a track record of meeting or exceeding quota of the target in your market.
• Experience generating your own pipeline through outbound prospecting, not only relying on 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 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

Executive communication

Relationship management

Time management

Tools

Salesforce

MEDDPICC

Job description

Relativity is seeking a Senior Account Executive to lead new business within the law firm segment. You will own the pipeline from first conversation through close, managing outbound prospecting and strategic account work.

The role emphasizes cloud/AI solutions, consultative selling, and a strong CRM discipline. You will partner with Legal, Deal Desk, and Sales Engineering while building multi-threaded relationships across senior stakeholders.