Senior Legal Tech Account Executive - Remote/Hybrid

Relativity; North Carolina; Hybrid; USD 179,000 - 269,000; Full time

Job summary

Relativity is seeking a Senior Account Executive to win new business with law firms. You will own the pipeline from first conversation through close, manage a territory plan, and work with a high-performing team to drive revenue using MEDDPICC and trusted-advisor techniques.

As a Senior AE, you will negotiate contracts, coordinate with Legal and Deal Desk, and maintain disciplined CRM hygiene while staying current on eDiscovery and legal data intelligence markets.

Qualifications

• 4 to 6+ years of quota-carrying, full-cycle new business sales in a software company, with a track record of meeting or exceeding quota
• Experience generating your own pipeline through outbound prospecting
• 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
• Structured sales methodology such as MEDDPICC, with strong CRM discipline
• Ability to build credibility and trusted relationships with senior stakeholders
• Skill in tailoring messages to executive and technical audiences
• Intellectual curiosity about data, AI, and the legal industry; prior legal tech or eDiscovery preferred
• Strong time management and discipline to protect important work like account planning and prospecting
• High personal accountability and focus on objectives and results
• Clear, precise, solution-oriented communicator

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 prioritizes activities to maximize revenue
• Prospect consistently and at volume, balancing high-activity outbound with strategic account work
• Run discovery and value conversations with clear agendas and defined next steps
• Adapt messages to diverse audiences including practicing lawyers, legal ops, IT, and firm leadership
• Diagnose client needs and present tailored cloud/AI-driven solutions with Relativity aiR at the core
• Build multi-threaded relationships across decision-makers as a consultative advisor
• Use negotiation tactics to drive deals and align objectives
• Act as Relativity contracting SME; coordinate with Legal, Deal Desk, and partners
• Handle pricing discussions and risks, bringing in senior leadership when valuable
• Anticipate roadblocks and mitigate in deal plans
• Leverage Sales Engineering to advance buyer engagement
• Maintain Salesforce, MEDDPICC, and forecasting hygiene
• Stay current on eDiscovery and legal data intelligence market and competitors
• Share insights internally to inform strategy
• Represent Relativity at industry events and with partners
• Demonstrate commitment to Relativity Core Values

Skills

Pipeline building

Outbound prospecting

SaaS/Cloud/AI selling

Contract negotiation

MEDDPICC

CRM discipline

Executive relationships

Executive/technical comms

Data/AI interest in legal

Account planning

Time management

Results-driven

Job description

Relativity is seeking a Senior Account Executive to win new business with law firms. You will own the pipeline from first conversation through close, manage a territory plan, and work with a high-performing team to drive revenue using MEDDPICC and trusted-advisor techniques.

As a Senior AE, you will negotiate contracts, coordinate with Legal and Deal Desk, and maintain disciplined CRM hygiene while staying current on eDiscovery and legal data intelligence markets.