Strategic Enterprise AE - AI Legal Tech (Remote)

Relativity; Columbus (OH); Hybrid; USD 210,000 - 315,000; Full time

Job summary

Relativity is seeking an Account Executive to manage a portfolio of large, complex law firm accounts, driving retention and revenue growth through strategic relationship management and executive-level engagements.

You will lead negotiations for renewals, expand Relativity's footprint, and collaborate with cross-functional teams to deliver a coordinated strategy across the organization.

Qualifications

• 7+ years of quota-carrying, full-cycle enterprise software sales.
• 2+ years of selling SaaS, cloud, and/or enterprise AI solutions.
• Complex solution selling or customer success management involving multiple stakeholders and long decision cycles.
• Skilled at negotiating complex, multi-year contracts with senior and executive stakeholders.
• Proven ability to build trusted relationships with senior executives (GC, Managing Partner, C-level) and other influential decision-makers.

Responsibilities

• Own a concentrated portfolio of Relativity's largest, most complex accounts, accountable for retention, revenue growth, and long-term relationship health.
• Demonstrate commitment to Relativity Core Values.
• Build and expand relationships beyond core eDiscovery contacts to firm leadership and innovation/AI committee leads.
• Engage and influence practicing lawyers as Relativity enables self-service, conversational AI experiences.
• Lead negotiations for major renewals and expansions with senior firm stakeholders.
• Identify competitive threats and develop strategies to protect and expand Relativity's position.
• Orchestrate cross-functional account teams to deliver a coordinated strategy.
• Advise sales leadership on segment strategy and engagement models with market intelligence.
• Represent Relativity credibly in executive meetings and industry events, building a strong network.
• Mentor and develop other Account Executives on the team and contribute to strategic initiatives.

Skills

Account Management

Business Development

Business Development Consulting

Customer Relationships

Customer Retentions

Product Knowledge

Relationship Building

Relationship Management

Sales

Upselling

Job description

Relativity is seeking an Account Executive to manage a portfolio of large, complex law firm accounts, driving retention and revenue growth through strategic relationship management and executive-level engagements.

You will lead negotiations for renewals, expand Relativity's footprint, and collaborate with cross-functional teams to deliver a coordinated strategy across the organization.