Lead Account Executive - Financial Services

Relativity

3d•Hybrid

About The Position

The Lead Account Executive, New Business – Financial Services Vertical, is responsible for driving the acquisition of new, high-value clients within the financial services sector. This role focuses on developing and executing targeted sales strategies for a select portfolio of large financial institutions and key accounts. You will act as a strategic advisor, leveraging industry expertise to tailor solutions that address the unique challenges and regulatory requirements of the financial services industry. 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 financial services vertical by establishing long-term partnerships and delivering measurable value through our innovative solutions.

Requirements

Bachelor’s degree in Business Administration, Marketing, Communications, or a related field, or equivalent experience.
Eight or more years of quota-carrying experience in new business development or enterprise sales, with a proven track record of success in the financial services sector.
Five or more years of complex solution selling experience with some SaaS exposure.
High degree of comfort with public speaking and giving presentations.

Nice To Haves

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.
Strong technical acumen in financial technology, regulatory compliance, risk management, or data analytics.
Experience selling enterprise solutions related to financial services operations, regulatory technology (RegTech), or digital transformation.
Working knowledge of industry-specific regulations (e.g., FINRA, SEC, OCC) and controls.
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.

Responsibilities

Develop and execute comprehensive sales plans to identify, target, and acquire new financial services 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 financial institutions.
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 banks, insurance companies, asset managers, and other financial entities 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 multiple financial services lines, 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 major financial institutions, ensuring alignment with industry regulations and client requirements across markets.