Relativity

Lead Account Executive

Relativity

full-time

Posted on:

Location Type: Hybrid

Location: Idaho • Illinois • United States

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Salary

💰 $223,500 - $335,500 per year

Job Level

Senior

About the role

  • Develop and execute comprehensive sales plans to identify, target, and acquire new clients within an assigned territory or account set.
  • Lead complex, multi-stakeholder sales cycles, navigating legal, compliance, procurement and executive decision makers.
  • Manage a select portfolio of high-value prospective accounts, focusing on quality of engagement and long-term relationship building.
  • Conduct in-depth needs assessments and deliver tailored product demonstrations that align with the business, compliance, and technology requirements of your industry vertical(s).
  • Lead the end-to-end sales cycle, including prospecting, qualifying, solution positioning, proposal development, contract negotiation, and closing.
  • Cultivate executive-level relationships with decision-makers at your clients to influence strategic technology adoption.
  • Stay informed on industry trends, regulatory changes, and competitive dynamics to proactively address client needs and position our solutions effectively.
  • Collaborate with product, marketing, solution engineering, and customer success teams to deliver best-in-class experiences and ensure alignment of sales strategies with business objectives.
  • Maintain accurate records of sales activity, pipeline, and forecasting using Salesforce, and provide regular updates and insights to management.
  • Represent the company at industry events, conferences, and client meetings to build brand awareness and generate new business opportunities.
  • Demonstrate sound judgment, integrity, and a commitment to core company values throughout all stages of the sales process.

Requirements

  • Eight or more years of quota-carrying experience in new business development or enterprise sales
  • Five or more years of complex solution selling experience with some SaaS exposure
  • High degree of comfort with public speaking and giving presentations
  • Experience working for a company within the e-discovery, CMS or big data analytics industry.
  • Solid litigation and technical acumen in e-discovery, litigation services, and/or information technology.
  • Experience selling enterprise services related to e-discovery, litigation support, dispute advisory, forensic technology, forensic accounting and/or consulting services.
  • Understanding of commonly known e-discovery practices and a working knowledge of applicable industry controls.
  • Working knowledge of Relativity and its products.
  • Ability to manage multiple projects simultaneously and prioritize based on company and team objectives.
  • Ability to work efficiently under pressure, drive projects to completion and meet deadlines.
  • Flexibility and the ability to adapt quickly to shifting company or team goals.
  • Strong business acumen, including problem-solving and critical thinking.
Benefits
  • competitive cash on-target earnings (OTE) and long-term incentives
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
new business developmententerprise salescomplex solution sellingSaaSlitigation servicesforensic technologyforensic accountinge-discovery practicesproject managementproblem-solving
Soft Skills
public speakingpresentation skillsrelationship buildingadaptabilitycritical thinkingintegrityjudgmenttime managementcollaborationcommunication