Role Responsibilities: 

• 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 

Qualifications 

• Strong alignment with Relativity Core Values 

• 7+ years of successful quota-carrying, full-cycle sales for large, complex enterprise accounts within a software company, with a track record of exceeding annual sales quotas of $2M or more (or a comparable scale within your market) 

• 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 rather than relying solely on Sales Engineering or Product support. Prior legal tech experience is strongly preferred 

• 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