Senior Enterprise Account Executive – Legal Tech & AI

Relativity; Arizona; Hybrid; USD 210,000 - 315,000; Full time

Job summary

Relativity is seeking a Lead Account Executive to manage a concentrated portfolio of its largest law firm accounts. You will drive retention, revenue growth, and long-term relationships while engaging senior partners and GCs on strategic AI-enabled offerings.

You will lead negotiations for renewals, expand Relativity's footprint, and collaborate with cross-functional teams to deliver a coherent account strategy. Travel to strategic engagements is expected.

Qualifications

• 7+ years of quota-carrying, full-cycle enterprise software sales.
• 2+ years selling SaaS, cloud, and/or enterprise AI solutions.
• Experience with multi-stakeholder, long sales cycles requiring transformation.
• Skilled at negotiating multi-year contracts with executive stakeholders.
• Proven technical acumen and interest in data, databases, and AI/LLM tech.
• Proven ability to build trusted relationships with senior executives.

Responsibilities

• Own a concentrated portfolio of Relativity's largest law firm accounts with retention and revenue growth responsibility.
• Build relationships beyond core contacts to managing partners and general counsel.
• Influence attorneys as Relativity enables self-service AI experiences for practitioners.
• Lead negotiations and strategy for major renewals and expansions with senior stakeholders.
• Identify threats and risks, and develop plans to protect/expand Relativity's position.
• Orchestrate cross-functional teams to deliver coordinated account strategy.
• Contribute to segment strategy and engagement models with leadership.
• Represent Relativity credibly in executive meetings and industry events.
• Mentor other Account Executives and model high standards across the team.
• Drive strategic initiatives and entrepreneurial approaches within the team.

Skills

Enterprise sales

SaaS sales

Executive relationship building

Contract negotiation

Public speaking

AI/LLM knowledge

Travel for engagements

Job description

Relativity is seeking a Lead Account Executive to manage a concentrated portfolio of its largest law firm accounts. You will drive retention, revenue growth, and long-term relationships while engaging senior partners and GCs on strategic AI-enabled offerings.

You will lead negotiations for renewals, expand Relativity's footprint, and collaborate with cross-functional teams to deliver a coherent account strategy. Travel to strategic engagements is expected.