Account Executive, RelativityOne SME Team

| Chicago
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At Relativity, we make great software that helps users organize data, discover the truth, and act on it. Our product is used by more than 13,000 organizations around the world – in the cloud, on-premises, or both – to manage large volumes of data.

Here you can own your career in a community of values-driven people who help our customers around the world solve complex data challenges. If this sounds like the place for you, check out the details of this position below.


As an Account Executive, RelOne SME, you will be responsible for driving the conversion from Relativity on-prem to RelativityOne for the Enterprise account base, leading the complete sales process. You will work with targeted accounts and consult them on transitioning their eDiscovery processes to the cloud. Working with the account management team, you will be responsible for building strong stakeholder relationships with key enterprise organizations and law firms and articulating the value of RelativityOne to their business today and in the future. 

Role Responsibilities

  • Work with account management team in targeting accounts and strategizing on effective RelOne customer education and sales process
  • Meet or exceed sales quota through targeting, qualifying, managing, and closing RelOne sales opportunities
  • Lead effective product demonstrations and presentations
  • Coordinates appropriate resources throughout the entire sales cycle
  • Effectively manages details of the sales cycle in Salesforce.com and provide regular updates of your pipeline to sales leadership
  • Regularly communicates with account management team to maintain evergreen account knowledge and ensure sound sales process is being followed throughout each opportunity
  • Develops and maintains expert-level knowledge of RelativityOne and associated sales process
  • Work with the entire sales team to share ideas, foster an open and collaborative environment, and act as subject matter expert for RelativityOne

Minimum Qualifications

  • BA/BS in Business, Marketing, Communications, or related discipline, or at least five years of quota carrying sales and account management experience (legal technology experience is a plus)
  • Complex selling experience with at least some minimal SaaS exposure (1-2 years)
  • Willingness to travel 35% of the time

Preferred Qualfications

  • Ability to effectively articulate the value proposition of cloud technology over on-premises systems in a highly consultative, value-based sales process
  • Expert-level knowledge of e-discovery industry, processes, technology, and cloud systems.
  • Preference for RelativityOne domain expertise
  • Ability to confidently consult, educate, and challenge executive-level stakeholders within buyer organizations
  • Ability to optimally navigate a highly complex sales process
  • Demonstrated ability and drive to consistently build upon domain expertise
  • Strong business acumen, including knowledge of ROI and TCO principles
  • Legal technology experience is a major plus for this role but experience in a parallel industry (CMS, big data analytics, ERP solutions) will suffice
  • Ability to optimally navigate a highly complex sales process
  • Strong technical acumen
  • Consistent overachievement of sales goals
  • Self-motivatedand highly organized
  • Excellent written and verbal communication skills
  • High level of professionalism and responsiveness
  • Ability to work in a fast-paced environment 
  • Friendly and honest with an unparalleled level of customer commitment
  • A plan/methodology for building strong customer relationships
  • Curiosity and ability to ask great questions 

Our software has more than 150,000 active users in more than 40 countries from organizations including the U.S. Department of Justice, more than 70 Fortune 100 companies, and more than 195 of the Am Law 200. We have grown significantly over the last several years and continue striving to build software that helps solve our customers’ toughest e-discovery and unstructured data challenges. If you’re ready to grow with us, we’d love to hear from you. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

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