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Lead Account Executive, Law Firm
Relativity. Own a concentrated portfolio of Relativity's largest, most complex, and strategically important law firm accounts .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in managing complex enterprise accounts, driving revenue growth, and building strategic relationships within the legal and legal-technology sectors. Proven ability to negotiate multi-year contracts and lead cross-functional teams while leveraging market intelligence to inform strategic initiatives.
Highest-signal resume keywords
Quota-Carrying Sales ExperienceSaaS Sales ExpertiseComplex Solution SellingPublic Speaking SkillsLegal Tech Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Account ManagementBusiness DevelopmentCustomer RetentionSalesUpsellingNegotiationContract ManagementMarket IntelligenceData AnalysisAI/LLM Technology
Soft Skills
Relationship BuildingCoaching and MentoringCommunicationEmpathyAdaptability
Industry Keywords
Legal IndustryLegal TechnologyEnterprise AccountsCloud SolutionsAI SolutionsCross-Functional TeamsExecutive EngagementStrategic PartnershipsCustomer Success ManagementCompetitive Landscape
Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Own a concentrated portfolio of Relativity's largest, most complex, and strategically important law firm accounts
- Drive account retention, revenue growth, and long-term relationship health
- Build relationships with firm leadership, practice groups, lawyers, and innovation/AI committee leads
- Position Relativity as a strategic partner and trusted advisor on legal-industry and AI trends
- Lead negotiations and commercial strategy for major renewals and expansions
- Identify competitive threats and relationship risks and develop protective and expansion strategies
- Orchestrate cross-functional account teams across Customer Success, Sales Engineering, Product, and other internal partners
- Advise sales leadership on segment strategy, account segmentation, and engagement models
- Bring customer and market intelligence into the organization to inform operations and go-to-market strategy
- Represent Relativity in executive meetings, industry events, conferences, and panels
- Build and maintain a network among senior legal-industry and legal-technology leaders
- Mentor and develop Account Executives through coaching, knowledge sharing, and account strategy support
- Lead strategic team initiatives and help evolve the engagement model
Requirements
What you’ll need- Strong alignment with Relativity Core Values
- 7+ years of successful quota-carrying, full-cycle sales for large, complex enterprise accounts within a software company
- Track record of exceeding annual sales quotas of $2M or more, or comparable scale within the market
- Two or more years of experience selling SaaS, cloud, and/or enterprise AI solutions
- Experience with complex solution selling or customer success management involving multiple stakeholders, competing priorities, long decision cycles, and business transformation
- Skilled at negotiating complex, multi-year contracts and presenting terms directly to senior and executive stakeholders
- Proven technical acumen and intellectual curiosity; comfort discussing data, databases, and AI/LLM technology with technical buyers
- Prior legal tech experience strongly preferred
- Demonstrated success building trusted relationships with senior executives and influential decision-makers
- High comfort with public speaking and presenting to practitioners and executive committees
- Deep understanding of the competitive landscape, including AI-native entrants and alternatives
- Established relationships with senior leaders across the legal and legal-technology industry
- Willingness to travel regularly for strategic engagements and industry events
- Entrepreneurial mindset and ability to operate in ambiguity, pilot new approaches, and drive initiatives independently
- Demonstrated ability to coach and mentor colleagues and mobilize cross-functional teams
- Ability to hold oneself accountable to objectives and key results
- Commitment to perpetual growth and development
- Ability to communicate with empathy, clarity, accuracy, and efficiency
- Account Management, Business Development, Business Development Consulting, Customer Relationships, Customer Retentions, Product Knowledge, Relationship Building, Relationship Management, Sales, and Upselling
Benefits
Comp & perks- Competitive cash on-target earnings (OTE)
- Long-term incentives
- Hybrid work strategy allowing employees to work from home and a physical Relativity office location within certain logistical boundaries
- Coaching, knowledge sharing, and account strategy support opportunities
- Competitive, fair, and equitable compensation practices