Strategic Enterprise Account Executive - AI & Legal Tech

Relativity; Oklahoma City (OK); Hybrid; USD 210.000 - 315.000; Vollzeit

Zusammenfassung

Relativity is seeking an experienced account executive to own a portfolio of large, strategic law firm accounts. You will drive retention, revenue growth, and long-term relationship health while influencing senior leaders across firms.

You will lead negotiations on multi-year renewals, expand Relativity's share, and partner with cross-functional teams to deliver a coordinated strategy in a hybrid remote/hybrid environment.

Qualifikationen

• 7+ years of successful quota-carrying, full-cycle sales for large, complex enterprise accounts within a software company.
• Two or more years of experience selling SaaS, cloud, and/or enterprise AI solutions.
• Complex solution selling or customer success management involving multiple stakeholders, competing priorities, and long decision cycles that required business transformation.
• Skilled at negotiating complex, multi-year contracts, including experience presenting terms directly to senior and executive stakeholders.
• Proven technical acumen and intellectual curiosity - comfortable in detailed conversations about data, databases, and AI/LLM technology, and confident representing our technology directly to technical buyers.
• Demonstrated success building trusted relationships with senior executives (GC, Managing Partner, C-level) and other influential decision-makers beyond day-to-day operational contacts.
• High degree of comfort with public speaking and presenting to audiences ranging from individual practitioners to executive committees.
• Deep understanding of the competitive landscape - including how Relativity's strengths, weaknesses, and opportunities stack up against AI-native entrants and other alternatives - and the judgment to translate that into account and team strategy.
• Established relationships with senior leaders across the legal and legal-technology industry, with a genuine interest in representing Relativity externally and willingness to travel regularly for strategic engagements and industry events.
• Entrepreneurial mindset - comfortable operating in ambiguity, piloting new approaches, and driving initiatives without waiting for a playbook or extensive direction.
• Demonstrated ability to coach and mentor colleagues and mobilize cross-functional teams around complex account or business objectives, modeling high standards for the broader team.
• You set a high bar of success, hold yourself accountable to objectives & key results, and believe in perpetual growth and development.
• Communicate with empathy, clarity, accuracy, and efficiency; solutions-focused, you identify areas for improvement and bring solutions forward

Aufgaben

• Own a concentrated 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 - Managing Partners, General Counsel, Heads of Litigation, and innovation/AI committee leads - as well as horizontally across practice groups, positioning yourself as a trusted advisor on legal-industry and AI trends and Relativity as a strategic partner rather than an operational vendor
• Engage and influence practicing lawyers directly as our products increasingly enable self-service, conversational AI experiences for practitioners
• Lead negotiations and commercial strategy for major renewals and expansions - presenting terms and business rationale directly to senior firm stakeholders while balancing customer objectives with Relativity's long-term interests
• Proactively identify competitive threats and relationship risks within your accounts, and develop strategies to protect and expand Relativity's position
• Orchestrate cross-functional account teams - Customer Success, Sales Engineering, Product, and other internal partners - to deliver a coordinated account strategy
• Act as a thought partner to sales leadership on segment strategy, account segmentation, and engagement models - bringing customer and market intelligence back into the organization to inform how our team operates and goes to market
• Represent Relativity credibly in executive meetings, industry events, conferences, and panels, building and maintaining a strong personal network among senior legal-industry and legal-technology leaders
• Mentor and develop other Account Executives on the team through coaching, knowledge sharing, and account strategy support, modeling the standards of judgment, preparation, and executive presence expected across the team
• Contribute beyond your own book of business by taking ownership of strategic team initiatives, bringing an entrepreneurial posture to how our engagement model evolves

Kenntnisse

Account Management

Relationship Building

Sales

Business Development

Negotiation

Public Speaking

Strategic Thinking

Jobbeschreibung

Relativity is seeking an experienced account executive to own a portfolio of large, strategic law firm accounts. You will drive retention, revenue growth, and long-term relationship health while influencing senior leaders across firms.

You will lead negotiations on multi-year renewals, expand Relativity's share, and partner with cross-functional teams to deliver a coordinated strategy in a hybrid remote/hybrid environment.