Senior Account Executive, Legal Tech (Remote/Hybrid)

Relativity; Idaho; 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, strategy, and outcome from first conversation to close, joining a high-performing, growth-oriented team.

You will manage a territory, build a robust plan, and engage senior stakeholders across legal, IT, and operations to drive cloud/AI solutions with Relativity aiR at the center of the story. The role offers a remote/hybrid work setup and strong OTE potential.

Qualifications

• 4 to 6+ years quota-carrying, full-cycle software sales with a track record of meeting or exceeding quota.
• Proven ability to generate own pipeline through outbound prospecting, not just 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.

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 maximum revenue.
• Prospect consistently at high volume, balancing outbound activity with strategic account work.
• Run discovery and value conversations with clear agendas and defined next steps to keep deals moving.
• Adapt messaging to audiences including practicing lawyers, legal ops, IT, and firm leadership.
• Diagnose client needs and present tailored cloud/AI-driven solutions with Relativity aiR as a core story.
• Build multi-threaded relationships across decision-makers and position yourself as a trusted advisor.
• Use negotiation tactics to guide the process and secure mutual objectives.
• Act as a Relativity contracting SME and coordinate with Legal, Deal Desk, and other partners.
• Handle pricing objections and risk conversations and involve senior leadership only when strategic.
• Anticipate roadblocks and build mitigation into deal plans.
• Leverage Sales Engineering and other specialists to advance engagement.
• Maintain disciplined Salesforce, MEDDPICC, and forecasting hygiene.
• Stay current on eDiscovery, legal data intelligence market, and competitors.
• Share insights internally to inform strategy and positioning.
• Represent Relativity at industry events and advocate for partners.
• Demonstrate commitment to Relativity Core Values.

Skills

Quota-carrying sales

Full-cycle sales

Outbound prospecting

SaaS sales

MEDDPICC

CRM discipline

Executive communication

Negotiation

Cloud and AI solutions

Job description

Relativity is seeking a Senior Account Executive to win new business with law firms. You will own the pipeline, strategy, and outcome from first conversation to close, joining a high-performing, growth-oriented team.

You will manage a territory, build a robust plan, and engage senior stakeholders across legal, IT, and operations to drive cloud/AI solutions with Relativity aiR at the center of the story. The role offers a remote/hybrid work setup and strong OTE potential.