Senior Account Executive, New Business

Posting Type

Hybrid

Job Overview

We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with an AI-powered platform to organize data, discover the truth, and act on it.  Global Government bodies, 199 of the Am Law 200, Global 500 Corporations with more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.


Our SaaS product, RelativityOne underpinned with our Gen AI aiR Suite has become the fastest-growing product in the company's history and we have consistently been named a great workplace. As we grow, we continue to seek individuals that will bring their whole, authentic self to our team.


As our EMEA Region continues to demonstrate impressive year-over-year growth, we are excited to expand our team to capture the high demand. As a Lead Account Executive New Business in our UK Strategic Accounts team, you will join a high-performing team of diverse, growth-minded, and creative people who embody our core values. The ideal candidate will own relationships and the full sales process within a Strategic Named Account territory.


Submit your application to learn more from our recruiters or contact us for more details.

Job Description and Requirements

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.

Suggested Skills:

Account Management, Business, Business Development, Customer Relationships, Lead Generation, New Business Development, Relationship Management, Sales, Sales Management, Solutions Selling