Senior Account Executive, New Business

Role Responsibilities:   

• You will be assigned a named account territory comprised of existing law firms, and corporate accounts.  

• Build and own executive relationships with our customer and prospect base to help influence their long-term technology and business decisions. 

• Add value and be viewed as a trusted partner by bringing thought leadership, compelling insights and ideas with follow through execution.  

• Own detailed territory and account strategy leading to the creation of net new opportunities.  

• Collaborate and work with our Channel Partners to drive a strong co-selling motion in market whilst maintaining direct communications and being the Relativity advocate for the end client. We prefer companies to work with our Channel Partners first and foremost, but they can also buy direct if they require.    

• Own and manage entire sales-cycles and challenge the status quo, negotiate terms and understand associated legal and business risks. 

• Achieve growth and expansion quota by leading and managing growth and expansion sales-cycles demonstrating experience of building value, negotiating terms and understanding associated legal and business risks.     

• Maintain and develop executive and product champion relationships within the customer base to help define their ongoing technology adoption.  

• Maintain deep product and market knowledge in order to articulate our value and be viewed as a trusted advisor, bringing compelling insights and ideas to clients, with follow through execution.     

• Define detailed account strategies to generate and develop growth opportunities, working cross functionally with multiple lines of business including Customer Success, Global Account Teams and our Channel Partners.  

• Coordinate market level thought leadership sessions, product demonstrations and value presentations for clients that culminate in value-inspired business cases tailored to your accounts   

• Coordinate global client management with customer success reps and sales reps around the world, both within Relativity and at our Channel Partners.  

• Demonstrate consistent commitment to Relativity Core Values   

Qualifications: 

• Five or more years quota-carrying full-cycle sales experience in new customer acquisition for an enterprise SaaS company.    

• eDiscovery and/or Legal/Compliance SaaS sales experience preferred.    

• Complex solution selling with a challenger mindset (i.e. experience selling solutions that required the end client to realign certain business processes)   

• Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement   

• You set a high bar of success and take ownership holding yourself accountable to objectives & key results   

• Methodical in your approach to the sales process, utilising MEDDPICC or similar with strong Salesforce hygiene   

Benefit Highlights: 

Comprehensive health, dental, and vision plans 

Parental leave for primary and secondary caregivers 

Two, week-long company breaks per year 

Additional time off 

Long-term incentive program 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.