Lead Account Executive, Law Firm - Existing Business

Relativity•Washington, NV

11d•$210,000 - $315,000•Hybrid

About The Position

We are Relativity, a market-leading global tech company providing a powerful platform for legal and compliance professionals. Our AI platform, Relativity aiR, is experiencing rapid growth, and we are consistently recognized as a great workplace. We are seeking individuals who bring their whole, authentic selves to our team. Believing that great talent is not bound by geography, Relativity has adopted a hybrid work strategy, allowing employees to work from home and a physical Relativity office within certain logistical boundaries. This role is within our law firm segment, which continues to show impressive year-over-year growth. We are looking for a Lead Account Executive to help set the direction for how we engage our most strategically important clients. You will join a high-performing team of diverse, growth-minded, and creative people who embody our core values. You will own a concentrated portfolio of our largest, most complex, and strategically important law firm accounts, and serve as a senior voice in shaping how our team engages this segment as the market evolves.

Requirements

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.
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

Nice To Haves

Prior legal tech experience is strongly preferred

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