Senior Enterprise Sales Executive — Legal Tech & AI

LE0001 Relativity ODA LLC; Illinois; On-site; USD 179,000 - 269,000; Full time

Job summary

Relativity is seeking a Senior Account Executive to own new business in a defined territory, from first contact through close. You will drive pipeline, build a comprehensive territory plan, and engage practice leaders, operations teams, and IT to articulate tailored AI-enabled data intelligence solutions.

You will lead discovery calls, align value propositions for legal firms and corporate teams, and negotiate contracts with Relativity aiR at the core.

Qualifications

• 4 to 6+ years of quota-carrying, full-cycle new business sales in a software company.
• Experience generating own pipeline through outbound prospecting.
• Experience selling SaaS, cloud, and/or AI solutions to multiple stakeholders.
• Experience negotiating contracts and handling pricing objections.
• Familiarity with MEDDPICC and CRM discipline is a plus.
• Ability to build credibility with senior stakeholders and tailor messaging for execs and technical audiences.
• Prior legal tech or eDiscovery experience is preferred.

Responsibilities

• Own new business opportunities in your territory from initial engagement through close, with full accountability for pipeline and quota attainment.
• Build and run a territory plan to optimize outreach and revenue.
• Prospect consistently at volume, balancing outbound with strategic account work.
• Run discovery and value conversations with clear agendas and defined next steps.
• Diagnose client needs and present tailored solutions, including in cloud and AI-driven environments.
• Build multi-threaded relationships across decision-makers and act as a trusted advisor.
• Use negotiation tactics to move deals and secure mutual objectives.
• Coordinate with Legal, Deal Desk, and other partners to own the contracting process.
• Maintain Salesforce and MEDDPICC discipline and forecast quality.
• Represent Relativity at industry events and stay current on the eDiscovery market.

Skills

Account Management

Business

Business Development

Customer Relationships

Lead Generation

New Business Development

Relationship Management

Sales

Sales Management

Solutions Selling

Job description

Relativity is seeking a Senior Account Executive to own new business in a defined territory, from first contact through close. You will drive pipeline, build a comprehensive territory plan, and engage practice leaders, operations teams, and IT to articulate tailored AI-enabled data intelligence solutions.

You will lead discovery calls, align value propositions for legal firms and corporate teams, and negotiate contracts with Relativity aiR at the core.