Senior Enterprise Account Executive - LegalTech & AI

Relativity; Charlotte (NC); Ibrido; USD 210.000 - 315.000; Tempo pieno

Descrizione del lavoro

Relativity is seeking an experienced Account Executive to manage a portfolio of large, strategic law firm accounts. You will lead retention, revenue growth, and long-term relationship health, while negotiating multi-year deals and representing Relativity to senior stakeholders.

You will engage partners, GC's, and practice leadership, traveling for strategic engagements and industry events as needed, and mentor other team members to scale success across the organization.

Competenze

• 7+ years of quota-carrying, full-cycle sales for large, complex enterprise accounts with a track record of exceeding annual sales quotas of $2M or more.
• Two or more years of experience selling SaaS, cloud, and/or enterprise AI solutions.
• Complex solution selling or customer success management involving multiple stakeholders and long decision cycles.
• Skilled at negotiating complex, multi-year contracts with senior and executive stakeholders.
• Proven technical acumen and intellectual curiosity around data, databases, and AI/LLM technology; prior legal tech experience preferred.
• Demonstrated success building trusted relationships with senior executives beyond day-to-day contacts.
• High comfort with public speaking and presenting to audiences from practitioners to executive committees.
• Entrepreneurial mindset and ability to drive initiatives in ambiguity.
• Ability to coach and mentor colleagues and mobilize cross-functional teams.

Mansioni

• Own a portfolio of Relativity's largest, most complex, and strategically important law firm accounts with accountability for retention, revenue growth, and long-term relationship health.
• Demonstrate consistent commitment to Relativity Core Values.
• Build and expand relationships beyond core eDiscovery contacts into firm leadership and practice groups.
• Engage and influence practicing lawyers as AI experiences become more self-service.
• Lead negotiations and commercial strategy for major renewals and expansions with senior firm stakeholders.
• Proactively identify competitive threats and relationship risks within accounts and develop strategies to protect and grow Relativity's position.
• Orchestrate cross-functional account teams to deliver a coordinated account strategy.
• Act as a thought partner to sales leadership on segment strategy and engagement models.
• Represent Relativity credibly in executive meetings, industry events, and panels, building a strong professional network.
• Mentor and develop other Account Executives through coaching and strategy support.
• Contribute beyond own book of business by taking ownership of strategic team initiatives.

Conoscenze

Quota-carrying sales

Enterprise sales

SaaS sales

Executive engagement

Negotiation

Public speaking

AI/LLM knowledge

Relationship management

Descrizione del lavoro

Relativity is seeking an experienced Account Executive to manage a portfolio of large, strategic law firm accounts. You will lead retention, revenue growth, and long-term relationship health, while negotiating multi-year deals and representing Relativity to senior stakeholders.

You will engage partners, GC's, and practice leadership, traveling for strategic engagements and industry events as needed, and mentor other team members to scale success across the organization.