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Senior Account Executive, Law Firm
Relativity. Own new business opportunities from initial engagement through close, with accountability for pipeline creation and quota attainment .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in full-cycle new business sales, particularly in SaaS, cloud, and AI solutions, while effectively managing relationships with senior stakeholders and utilizing structured sales methodologies like MEDDPICC. Proven ability to generate pipeline through outbound prospecting and negotiate complex contracts within the legal tech and eDiscovery sectors.
Highest-signal resume keywords
Quota-Carrying Sales ExperienceSaaS Sales ExpertiseMEDDPICC MethodologyContract Negotiation SkillsEDiscovery Knowledge
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Pipeline CreationQuota AttainmentOutbound ProspectingContract NegotiationSales ForecastingCloud SolutionsAI SolutionsSalesforce ManagementLegal Review ProcessAccount Planning
Soft Skills
Relationship BuildingConsultative AdvisingClear CommunicationTime ManagementIntellectual Curiosity
Tools & Technologies
SalesforceRelativity aiRMEDDPICCSales Engineering
Industry Keywords
Legal TechEDiscoveryCloud ComputingAI SolutionsSoftware Sales
Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- Own new business opportunities from initial engagement through close, with accountability for pipeline creation and quota attainment
- Build and execute territory plans
- Prospect consistently through high-activity outbound and strategic account work
- Conduct discovery and value conversations with clear agendas, differentiated value propositions, and defined next steps
- Adapt messaging for lawyers, legal operations, IT, and firm leadership
- Diagnose client needs and present tailored cloud and AI-driven solutions, including Relativity aiR
- Build relationships across decision-makers and act as a consultative advisor
- Negotiate throughout the sales cycle, overcome objections, and secure agreement on mutual objectives
- Manage the Relativity contracting process and internal relationships with Legal, Deal Desk, and other partners
- Handle pricing, objections, and risk conversations
- Anticipate roadblocks and include mitigation in deal plans
- Leverage Sales Engineering and other specialists
- Maintain Salesforce, MEDDPICC, and forecasting hygiene
- Monitor the eDiscovery and legal data intelligence market and competitors
- Share customer and competitor insights internally
- Represent Relativity at industry events and advocate for partners
- Demonstrate commitment to Relativity Core Values
Requirements
What you’ll need- 4 to 6+ years of successful quota-carrying, full-cycle new business sales in a software company
- Track record of meeting or exceeding quota of [$X] or comparable scale within the market
- Demonstrated success generating own pipeline through outbound prospecting
- Experience selling SaaS, cloud, and/or AI solutions to multiple stakeholders over complex sales cycles
- Experience negotiating contracts and working through pricing, objections, and legal review
- Working knowledge of a structured sales methodology such as MEDDPICC
- Strong CRM discipline
- Ability to build credibility and trusted relationships with senior stakeholders
- Skill in tailoring messages and presentation style to executive and technical audiences
- Intellectual curiosity about data, AI, and the legal industry
- Prior legal tech or eDiscovery experience preferred
- Strong time management and discipline for account planning and prospecting
- Commitment to objectives, key results, accountability, and continuous growth
- Clear, accurate, and efficient communication
- Strong alignment with Relativity Core Values
Benefits
Comp & perks- Competitive cash on-target earnings (OTE)
- Long-term incentives
- Competitive, fair, and equitable compensation practices