Account Executive - Relativity Trace 19-0507

| Chicago
We are Relativity. A market-leading, global tech company that equips legal professionals with a powerful platform to organize data, discover the truth, and act on it. The U.S. Department of Justice, 198 of top 200 U.S. law firms, and more than 70 Fortune 100 companies are among our customers who trust Relativity during litigation, internal investigations, and compliance projects.
 
Our SaaS product, RelativityOne, has become the fastest-growing product in the company's history and we have consistently been named a great workplace. As we grow, we continue to seek individuals that will bring their whole self to our team atmosphere.
 
Join us in the transformation of the legal industry and play a pivotal role in shaping the future of the practice of law and beyond.
Relativity Trace Overview
We’ve developed a Compliance product on top of the Relativity platform for eComms and aComms surveillance and monitoring. Relativity can ingest all forms of communication data (email, audio, chat) and automatically generates alerts. If something of interest is found, you'll have the capabilities of a sophisticated e-discovery platform to investigate. The review work-product generated by the compliance team can be fed back to the Relativity Analytics engine allowing for all alerts to be prioritized, reducing false positives.
 
Account Executive Overview
The Relativity Platform is proven with 180,000 users and over 100B files under management. Relativity Trace, built on the Relativity platform, is a new product that is showing huge potential. As an Account Executive, you will have almost unlimited potential, while being able to leverage the Relativity brand and relationships.
 
The Account Executive, Relativity Trace has responsibility for prospecting and driving new business through direct selling relationships. You will bring a point of view regarding the value of Relativity Trace and RelativityOne to support a regulated organization’s compliance monitoring. As a sales representative for a new product, you will be expected to define what type of marketing and lead gen support you will need. You will also be expected to drive the product forward with feedback from the field.
Build a huge pipeline, based around Relativity Trace’s prioritized corporate accounts and move clients through the funnel
You will be expected to build strong relationships to drive the Relativity Trace strategy through target customer’s organization: their compliance monitoring and surveillance, internal e-discovery, controls, records management, risk, legal and IT/information security teams. You will be expected to actively understand each customer’s business, technology footprint and cloud posture; know their strategic litigation/investigation portfolio and technology landscape enough to drive Relativity Trace. Ideally you can convert a joint sale across legal and compliance.
Have an excellent understanding of the Compliance Monitoring industry and how Relativity Trace fits in
You must quickly become an expert on the industry and our product. Understand the value proposition that Relativity Trace on RelativityOne brings and help corporations translate that into their compliance monitoring and eDiscovery practices. Using that knowledge, you will be expected to build strong relationships to drive the Relativity Trace strategy through target customer’s organization
Manage the sales process driving opportunities to a close.
Introduce technical, operational, security, and strategic Relativity resources into the appropriate stages of the sales cycle to move opportunities forward. Manage the sales process with tight control over each stage in Salesforce.com.
Know how to sell our vision and roadmap.
Relativity is a strong platform that has enabled us to have an incredibly strong offering out of the gate. We also have a compelling vision and roadmap to execute on that vision. Our customers our buying into that future as much as the current product.
Help improve our product, processes, and content.
Be the voice of the customer driving what are the most valuable features to accelerate adoption and reduce the sales cycle. Participate enthusiastically in the product planning process as a key stakeholder. Help us develop processes as we build out the team. Let us know what sales enablement materials you need. Provide an input into what capabilities would open up additional markets for us. Mentor team members who are new to customer facing roles.
Operate well in a fast paced environment.
Build competence in our industry and product quickly. Have high expectations for our team. Respond quickly to customer questions. Be adaptable as the environment changes.
Be hyper organized.
Comprehensively follow-up to every meeting. Keep Salesforce evergreen. Provide clear updates on the sales pipeline.

Minimum Qualifications

  • Minimum 2 years of full cycle, quota-carrying experience in new business development for an enterprise SaaS organization, preferably within the compliance, e-discovery, CMS, or big data analytics industry
  • Complex solution selling (i.e. experience selling or delivering software that required the end client to realign certain business processes);
  • Demonstrated success with large transactions ($100k+) and lengthy sales campaigns in a fast-paced, consultative and competitive market
  • Record of success in generating net new business with consistent overachievement of sales goals
  • Excellent communication skills
  • Passionate about customer success
  • Ability to travel at least 35% of the time
  • Pipeline management and forecasting experience 

Preferred Qualifications

  • Bachelor’s Degree or higher (Business Administration, Computer Science, Computer Information Systems)
  • Solid compliance or litigation technical acumen (surveillance, monitoring, archive, e-discovery, litigation services, information technology)
  • Experience working with or selling to any of our Channel partners
  • Understand and apply commonly known compliance and e-discovery practices and possess a working knowledge of applicable industry controls
  •  Special consideration given to candidates who have sold enterprise services around compliance, eDiscovery, litigation support, dispute advisory, forensic technology, forensic accounting or consulting services;
  • Relativity RCA, RCSP, or Relativity Review certification a plus
  • Technical background or experience with Relativity a plus 
  • Self-motivated and organized, ability to work in complex deals
  • Financial modeling and contract negotiation experience
  • Excellent written and verbal communication skills
  • Exceptional relationship-building skills
  • #LI-MC1

At Relativity, we live our core values and we thrive on solving complex problems. We’re dedicated to continually improving our product and providing relentless customer service. We seek professionals that will bring their authentic and unique experiences to our teams.
 
We understand career choices are a big decision, and we thank you for considering Relativity.
 
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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Technology we use

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Location

We’re a community of passionate, life-long learners tackling challenging problems. We care about each other and about our community.

An Insider's view of Relativity

How does your team reward individual success?

Rewarding success is one of my favorite parts of my role. Formally through annual bonus plans, thank you notes in our HR system and of course through promotions. I also like to submit nominations to be recognized at company meetings and spotlights in department newsletters. We move fast at Relativity it’s nice to slow down and just say thanks!

Jessica

Operations Manager, Customer Success and Support

How do you collaborate with other teams in the company?

On the Certification team, I develop exams and study content for our end users. To ensure that our exams are valid, I work with almost every team embracing their expertise and industry knowledge into the development process. It takes continuous interdepartmental collaboration to keep exam content accurate as the Relativity platform evolves.

Sean

Certification Specialist

How has your career grown since starting at the company?

As an Application Support Specialist, I have increased my technical knowledge in SQL database management, Network Administration, and Server Infrastructure. Prior to coming to Relativity, I had zero knowledge of e-Discovery, and now provide On-site training to our clients teaching them about the various e-Discovery tools Relativity has to offer.

Kamal

Application Specialist II

What are some social events your company does?

Our annual user conference, Relativity Fest, is such a tremendous opportunity to get one on one face time with our partners. Fest draws 2,000 platform users and practitioners from all different facets of the industry and being able to connect with them and hear their stories is extremely powerful.

Michael

Platform Account Manager

What are Relativity Perks + Benefits

Relativity Benefits Overview

We offer a competitive set of benefits and perks from great insurance, to unlimited time off and a zen room!

Culture
Volunteer in local community
We support local organizations through employee-nominated monthly grants and provide a large grant annually to schools within our community. See more: https://www.relativity.com/about-us/giving-back/
Partners with Nonprofits
We work with several organizations such as: Cradles to Crayons, Embarc, Year Up, Greater Chicago Food Depository, After School Matters, Bottom Line, Best Buddies, MakerGirl - and more!
Friends outside of work
Eat lunch together
Intracompany committees
Our community resource groups: B-Rel, Relativity Women of the Workplace, RelAsians, Relativity Pride, F.O.R. (Faces of Relativity) We also have a variety of special interest groups!
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company's diversity and inclusion initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Bonuses are based on a combination of how the company performs as well as how the individual performs.
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Employees who have been with the company for 12 months are eligible for 12 weeks of family medical leave.
Restricted work hours
In the U.S., we have formal breaks where the office closes between 12/25 - 1/1 and new in 2020, the week of the 4th of July as well!
Company sponsored family events
We have an annual summer picnic where all employees are encouraged to bring family members.
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Employees receive 40 hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Tax-free transportation opportunities.
Company Outings
We have our annual Summer Jam (picnic that includes friends and family), our User Conference - RelativityFest, and a holiday party each year.
Game Room
Our Cafe houses ping-pong, foosball, and a variety of arcade games - including Killer Queen (a multi-player game that is one of few in the country).
Stocked Kitchen
We have tea, coffee (including fancy espresso machines), a variety of LaCroix, soda, and many other things. We also have fresh fruit delivered twice a week in our pantry areas.
Some Meals Provided
Meals are often provided during morning or afternoon training sessions. There is also always plenty of leftover food from such meetings that employees can dive into after the attendees are finished.
Happy Hours
Different for each team, but always a great time!
Parking
We offer employees A parking subsidy.
Recreational Clubs
RelWOW (Relativity Women of the Workplace), Several Intramural Sports Teams (kickball, softball, volleyball, etc.), Vertikal (climbing group), Working Moms Group, Queeries, and several more.
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
All full-time employees (non-contract) receive $3,000/year to pursue professional development opportunities.
Diversity Program
Lunch and learns
Acme Co. hosts lunch and learn meetings once per month.
Cross functional training encouraged
Promote from within
Continuing Education stipend
We offer $3000 annualy for continuing education.
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications
The Relativity Certified Administrator Exam

Additional Perks + Benefits

We offer a Divvy bike share discount, a discounted gym membership to the gym in the building, DRYV Laundry Service for those who have workout clothes that need washing, a Mother's Room, a Zen Room, fresh fruit, coffee/tea/cold beverages, and much more!

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