Strategic Account Executive - Legal AI SaaS

Relativity; Charlotte (NC); Remote; USD 179,000 - 269,000; Full time

Job summary

Relativity is seeking a Senior Account Executive to own a law-firm focused territory. You will drive the entire pipeline from first contact to close, building outbound motion and strategic account plans to maximize revenue.

You will engage with practicing lawyers, legal ops, IT, and leadership, negotiating contracts and guiding customers through Relativity aiR in cloud-driven environments. This role demands strong relationship-building and deal execution.

Qualifications

• Quota-carrying, full-cycle software sales experience.
• Proven ability to generate own pipeline through outbound prospecting.
• Experience selling SaaS, cloud or AI solutions to multiple stakeholders.

Responsibilities

• Own new business opportunities in your territory from initial engagement through close.
• Build and run a territory plan to maximize revenue.
• Prospect consistently with high-activity outbound and strategic account work.
• Run discovery and value conversations with clear agendas and defined next steps.
• Adapt messaging to lawyers, legal ops, IT and firm leadership.
• Diagnose client needs and present tailored cloud/AI solutions using Relativity aiR.
• Build multi-threaded relationships with decision-makers as a trusted advisor.
• Use negotiation tactics to close deals and align objectives.
• Act as Relativity contracting SME with Legal, Deal Desk, and partners.
• Handle pricing objections and risk conversations; escalate as needed.
• Leverage Sales Engineering to advance buyer engagement.
• Maintain Salesforce/MEDDPICC forecasting hygiene.
• Share customer and competitor insights to influence strategy.
• Represent Relativity at industry events and advocate for partners.

Skills

Account Management

Business

Business Development

Customer Relationships

Lead Generation

New Business Development

Relationship Management

Sales

Sales Management

Solutions Selling

Tools

Salesforce

MEDDPICC

Job description

Relativity is seeking a Senior Account Executive to own a law-firm focused territory. You will drive the entire pipeline from first contact to close, building outbound motion and strategic account plans to maximize revenue.

You will engage with practicing lawyers, legal ops, IT, and leadership, negotiating contracts and guiding customers through Relativity aiR in cloud-driven environments. This role demands strong relationship-building and deal execution.