Senior SaaS Account Executive - Law Firm Growth (Remote)

Relativity; Manchester (NH); 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 your territory from first conversation through close, building a robust pipeline and executing a territory plan in a remote/hybrid US market.

You will engage practicing lawyers, legal ops, IT, and leadership, presenting tailored cloud and AI-driven solutions with Relativity aiR as a core differentiator. Strong outbound prospecting, CRM discipline, and stakeholder management are essential.

Qualifications

• 4 to 6+ years of quota-carrying, full-cycle new business sales in a software company.
• Proven success 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.
• Working knowledge of MEDDPICC with strong CRM discipline.
• Ability to build credibility and trusted relationships with senior stakeholders.
• Strong communication with 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 strategic account planning.

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 puts your time, outreach, and effort where they will produce the most revenue
• Prospect consistently and at volume, balancing high-activity outbound with strategic account work
• Run discovery and value conversations with clear agendas, differentiated value propositions, and defined next steps that keep deals moving
• Adapt your message to different audiences, including practicing lawyers, legal operations, IT, and firm leadership
• Diagnose client needs and present tailored solutions, especially in cloud and AI-driven environments, with Relativity aiR as a core part of your story
• Build multi-threaded relationships across decision-makers and position yourself as a consultative, trusted advisor aligned to a firm's transformation goals
• Use negotiation tactics throughout the sales cycle to command the process, overcome objections, and secure agreement on mutual objectives
• Act as a Relativity contracting process subject matter expert: set expectations with customers and own the internal relationships with Legal, Deal Desk, and other partners
• Handle challenging conversations on pricing, objections, and risk, and bring in senior leadership only when it adds strategic value
• Anticipate roadblocks and build mitigation into your deal plans
• Leverage Sales Engineering and other specialists effectively to advance buyer engagement
• Maintain disciplined Salesforce, MEDDPICC, and forecasting hygiene, and execute pre- and post-meeting work reliably
• Keep current on the eDiscovery and legal data intelligence market, key competitors, and how they position against us
• Share customer and competitor insights internally to inform and influence our strategy
• Represent Relativity at industry events and advocate for our partners
• Demonstrate consistent commitment to Relativity Core Values

Skills

Quota-carrying sales

SaaS selling

Cloud & AI solutions

MEDDPICC

CRM discipline

Executive relationships

Outbound prospecting

Contract negotiation

Clear communication

Tools

Salesforce

Job description

Relativity is seeking a Senior Account Executive to win new business with law firms. You will own your territory from first conversation through close, building a robust pipeline and executing a territory plan in a remote/hybrid US market.

You will engage practicing lawyers, legal ops, IT, and leadership, presenting tailored cloud and AI-driven solutions with Relativity aiR as a core differentiator. Strong outbound prospecting, CRM discipline, and stakeholder management are essential.