Senior Account Executive - Legal Tech SaaS (Remote)

Relativity; Philadelphia (Philadelphia County); Remote; USD 179,000 - 269,000; Full time

Job summary

Relativity, a global technology leader, seeks a Senior Account Executive to own new business in a territory, from first contact to close, with full pipeline accountability. This remote/hybrid role emphasizes strategic prospecting, multi-stakeholder engagement, and a consultative sales approach using Relativity aiR as a core differentiator.

You will build relationships across legal teams, operations, IT, and leadership, negotiate contracts, and collaborate with Legal, Deal Desk, and Sales

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

SaaS software sales

MEDDPICC

Executive engagement

Outbound prospecting

Contract negotiation

Cloud & AI solutions

Relationship building

Territory planning

Territory sales strategy

Education

4–6+ years software sales

Tools

Salesforce

Job description

Relativity, a global technology leader, seeks a Senior Account Executive to own new business in a territory, from first contact to close, with full pipeline accountability. This remote/hybrid role emphasizes strategic prospecting, multi-stakeholder engagement, and a consultative sales approach using Relativity aiR as a core differentiator.

You will build relationships across legal teams, operations, IT, and leadership, negotiate contracts, and collaborate with Legal, Deal Desk, and Sales