Account Executive, Law Firm - SMB
Chicago / Remote United States
Sales – Law Firm /
Full-time /
Hybrid
We are Relativity. A market-leading, global tech company that equips legal and compliance professionals with a powerful platform to organize data, discover the truth, and act on it. The US Department of Justice, 199 of the Am Law 200, and more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.
Our SaaS product, RelativityOne, 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.
We believe that great talent is not bound by geography and that what you do matters more than where you do it. Relativity has assumed a hybrid work strategy, allowing choice and flexibility for employees to combine working from home with activity in a physical Relativity office location, within certain logistical boundaries. Submit your application to learn more from our recruiters or contact us for more details.
As our law firm segment continues impressive year-over-year growth, we are excited to expand our team to capture the high demand. In Sales at Relativity, 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 named account territory.
Role Responsibilities
- Create and execute strategic sales plans within your defined account territory
- Manage and expand the executive-level relationships within new law firm prospects
- Exceed sales quota by prospecting, qualifying, managing, and closing sales opportunities
- Perform product demonstrations and sales presentations for new customers
- Build value-inspired business cases tailored to your accounts
- Be a product, industry, and law firm segment expert
- Coordinate resources and teams across the full sales cycle
- Manage and document the details of the sales process in Salesforce and provide regular updates with respect to sales pipeline
- Work with our teams to share and learn best practices
- Demonstrate consistent commitment to Relativity Core Values
Minimum Qualifications
- 1+ years of successful quota-carrying, full-cycle sales experience in new customer acquisition for an enterprise software company.
- Consistent success in territory planning, prospecting into new accounts, strategic account planning, and quota achievement.
- You set a high bar of success and hold yourself accountable to objectives & key results.
- Methodical in your approach to the sales process with proficiency in MEDDPICC.
- Communicate with empathy, clarity, accuracy, and efficiency.
- Self-starter, you take initiative to set and achieve individual goals but also work to collaborate and share learnings with the wider team.
- You believe in perpetual growth and development.
- Solutions-focused. You identify areas for improvement and bring solutions forward.
- Strong alignment with Relativity Core Values.
Compensation
- 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 $131,500 and $198,500. 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.
