Posting Type

Hybrid

Job Overview

Are you looking to be in a workplace where colleagues inspire one another? Are you interested in competitive and impactful benefits? Do you prefer flexible work arrangements?

The Senior Account Executive is focused on expanding the use of company solutions with large enterprise customers by serving as a trusted advisor with a relentless focus on delivering value. You will be responsible for helping our customers solve key challenges by effectively leveraging our full suite of solutions. Reporting to the Manager of Corporate Sales, this position maintains an industry-focused strategic sales approach with distinct sales responsibilities .

Job Description and Requirement

Your role in action

• You will be assigned a named account territory comprised of the largest, most litigious companies in the world.

• Build and deepen executive relationships with a strategic customer base to help influence their long-term technology and business decisions

• Add value and be viewed as a trusted advisor by bringing compelling insights and ideas with follow through execution.

• Lead and manage entire sales-cycles with experience in negotiating terms and understanding associated legal and business risks (includes presenting multi-year agreements to C-level executives).

• Build relationships with multiple stakeholders (vertically and horizontally) across the customer’s organization.

• Lead detailed account strategy in generating and developing business growth opportunities, working cross functionally with multiple lines of business including Relativity Trace, TextIQ, Patents and Channel Partners – to maximize business impact and create opportunities with large enterprise customers.

• Coordinate global sales opportunities with sales reps around the world.

• Strategically lead with solutions, not products when making recommendations aligned to customer objectives.

• Collaborate cross-functionally for optimal customer success.

• Disciplined in territory and account planning, forecasting and quota attainment.

• Work closely with cross-functional teams for optimal customer success and value.

Your Skills

• Five or more years of quota-carrying experience in account management for an enterprise software company.

• Two or more years of experience selling SaaS, cloud and/or integration products.

• Experience with complex solution selling, large transactions and lengthy sales campaigns.

• High degree of comfort with public speaking and giving presentations to various stakeholder levels.

• Experience selling to technical buyers and buying committees (business and IT).

• Ability negotiating large, complex contracts.

• Experience leveraging data and industry insights to educate/inform decision making.

• Ability to orchestrate the closure of large, complex contracts with a deep understanding of customer needs and expectations.

• Ability to leverage several internal partners and leadership to position solutions against direct and in-direct competitors.

Relativity is committed to competitive, fair, and equitable compensation practices.

This position is eligible for total compensation which includes competitive cash on-target earnings (OTE) and long-term incentives. The expected OTE range for this role is between following values

$179,000 and $269,000

The final offered OTE will be based on several factors, including but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in this position. 

Required Skills:

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