Senior Account Executive, LegalTech SaaS (Remote)

Relativity; Newark (NJ); Hybrid; USD 179,000 - 269,000; Full time

Job summary

Relativity is hiring a Senior Account Executive to own the end-to-end sales cycle for law firm clients. You will lead pipeline strategy and drive new business from first conversation to close, leveraging Relativity aiR and cloud-based solutions.

You will operate in a remote/hybrid environment with a focus on strategic account execution and cross-functional collaboration. Ideal candidates bring 4–6+ years of quota-carrying software sales, a proven outbound pipeline approach, and strong

Qualifications

• 4–6+ years in quota-carrying, full-cycle software sales with a track record of hitting quota.
• Proven ability to generate pipeline via outbound prospecting, not just inbound.
• Experience selling SaaS/cloud/AI to multiple stakeholders over complex cycles.
• Experience negotiating contracts and handling pricing and legal review.
• Familiarity with MEDDPICC and CRM discipline.

Responsibilities

• Own new business opportunities in territory from engagement to close with full quota accountability.
• Build and execute a territory plan to maximize revenue.
• Prospect consistently with high outbound activity and strategic account work.
• Run discovery and value conversations with clear agendas and next steps.
• Adapt messages for practicing lawyers, legal ops, IT, and firm leadership.
• Diagnose client needs and present cloud/AI-driven solutions including Relativity aiR.
• Build relationships across decision-makers as a trusted advisor.
• Use negotiation tactics throughout the cycle to reach mutual objectives.
• Coordinate with Legal, Deal Desk, and other partners as a contracting SME.
• Address pricing objections and escalate only when strategic.
• Maintain Salesforce, MEDDPICC hygiene, and forecasting discipline.

Skills

Quota-carrying sales

Software as a Service (SaaS) sales

Cloud/AI solutions selling

MEDDPICC methodology

CRM discipline

Executive stakeholder management

Negotiation skills

Territory planning

Multi-threaded relationship building

Job description

Relativity is hiring a Senior Account Executive to own the end-to-end sales cycle for law firm clients. You will lead pipeline strategy and drive new business from first conversation to close, leveraging Relativity aiR and cloud-based solutions.

You will operate in a remote/hybrid environment with a focus on strategic account execution and cross-functional collaboration. Ideal candidates bring 4–6+ years of quota-carrying software sales, a proven outbound pipeline approach, and strong