Lead Account Executive

Posting Type

Hybrid

Job Overview

The Lead Account Executive is responsible for driving the acquisition of new, high-value clients. This role focuses on developing and executing targeted sales strategies for a select portfolio of large corporations and key accounts. You will act as a strategic advisor, leveraging industry expertise to tailor solutions that address the unique challenges and requirements of your assigned industry verticals. Reporting to the Manager of Corporate Sales, you will collaborate closely with a specialized sales team and subject matter experts to ensure a cohesive approach aligned with company objectives. The team’s mission is to accelerate growth in the key verticals by establishing long-term partnerships and delivering measurable value through our innovative solutions.

Job Description and Requirement

Job Responsibilities

• 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.

• Collaborate with the full sales team to communicate best practices and areas for improvement.

• Exercise sound judgment and make independent decisions.

• Demonstrate consistent commitment to core company values.

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

• Develop and execute strategic account plans to drive business growth across your assigned territory, partnering with our global network of Service Providers to deliver integrated solutions that address complex client needs and regulatory requirements.

• Collaborate with regional and global sales teams to pursue cross-border business opportunities with your assigned territory, ensuring alignment with industry regulations and client requirements across markets.

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Minimum Qualifications

• Eight or more years of quota-carrying experience in new business development or enterprise sales, with a proven track record of success.

• Five or more years of complex solution selling experience with some SaaS exposure.

• High degree of comfort with public speaking and giving presentations.

Preferred Qualifications

• 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.

Leadership Expectations

• Exhibit strong leadership in driving new business growth and setting a high standard for consultative sales excellence.

• Mentor and collaborate with team members to share best practices and foster a culture of continuous improvement.

• Demonstrate accountability, initiative, and the ability to influence cross-functional teams.

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

$223,500 and $335,500

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. 

Required Skills:

Account Management, Business Development, Client Relationship Management, Consultative Selling, Lead Generation, New Business Development, Product Knowledge, Relationship Management, Sales Presentations, Strategic Selling