Director, Relativity Trace Sales

| 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.
We are searching for a Director, Relativity Trace Sales. The Relativity Platform is proven with almost 200,000 users and over 100B files under management - we believe Relativity Trace (built on the Relativity platform) is Relativity’s next big opportunity with ambitions to achieve the same scale as the core eDiscovery business. As the Sales Director for Trace, you will run sales for a small startup operating within the larger Relativity organization.

The Opportunity

  • You will have almost unlimited potential to build a huge business in a large and growing market while being able to leverage the Relativity brand and relationships with support from the leadership, founder, and board to move fast
  • You will be the first sales leader hired for Relativity Trace and you will be tasked with building a team and process to meet our ambitious objectives
  • While sales results is one of the most important goals to achieve, this role will demand that many hats be worn
  • You'll have ~8 direct sales reports today but have the experience to scale it massively with some demonstrated success

Your Skills

  • You are a sales leader who has led large, scaled sales teams targeting Financial Services customers
  • Collaboration with teams outside of your direct line of management is a core part of your success playbook
  • You are coming to Relativity with a POV on how to assert differentiation in the Compliance market or can quickly develop a perspective
  • You know how to build process appropriately where there is minimal today, especially around forecasting
  • Selling direct and through channel partners are both natural sales motions
  • You can operate strategically at a 30,000 ft level and also dive deep into tactical roadblocks with individuals deals
  • You have experience with top of the funnel demand gen strategies to build pipeline for a new product
  • You are comfortable crafting our message in the field while learning what the market wants and know how to feedback back what you hear in the field to our product team

Role Responsibilities

  • Ensure our sales team manages their sales processes to a close, championing our Challenger Sale approach and use it as the foundation of our sales process and tactics.
  • Coach your team to move opportunities through the pipeline. Use our Challenger sales approach to lead prospects to Trace with Insights built around our key differentiators. You will be expected to ensure your teams build strong relationships to drive the Relativity Trace strategy through target customers’ organization: their compliance monitoring and surveillance, internal e-discovery, controls, records management, risk, legal and IT/information security teams. You will be expected to understand our customers’ business, technology footprint and cloud posture. Ideally you can convert a joint sale across legal and compliance.
  • Help us build a demand gen engine.
  • Relativity has a robust marketing machine. Be the advocate ensuring that we get to the same level with Trace. Work closely with Product Marketing and the Trace-dedicated marketing lead to build a demand gen machine.
  • Champion key drivers and maintain a deep understanding of our pricing.
  • Key drivers include SaaS, Security, Flexibility and Analytics. Tailor the team’s focus and positioning to play to our strengths. Maintain a deep understanding of our pricing and ensure the sales team is appropriately positioning it with their clients.
  • 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.
  • Manage the Relativity Trace team (consisting of individuals focused on Corp, Lead Gen, and Channel), devise and drive the sales plans for the territory.
  • You will be expected to effectively scale the Trace Corporate Evangelist team and the supporting Lead Gen efforts, helping them meet their potential as individual sales reps. You will simultaneously build out our Trace Channel business and avoid channel conflict between the two sales teams. You will manage a team of 8 by the end of the year, but you will be expected to handle a larger team once we demonstrate further growth.
  • 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 develop strategies and plans to drive the Relativity Trace strategy through target customer’s organization. Deeply understand our roadmap and provide input to it - our customers our buying into that future as much as the current product.
  • Maintain a strong relationship with other Relativity teams (RelativityOne Evangelists, Relativity Channel, Relativity Advisory). Ensure objectivity/fairness between our direct and co-selling efforts.
  • Relativity Trace represents the first team with overlay sales reps beyond the core Relativity/RelativityOne AEs. Working together with our core sales team and maintaining a positive working relationship is critical to your team’s success. Relativity was built with our Channel and we see the Channel as critical to Trace’s success. You’ll ensure we are fair in our direct and channel sales efforts and that we give the Channel a path to profitable businesses on top of Relativity Trace.
  • Be exceptionally organized and drive rigor in our sales process.
  • Organization is critical in this role. Keep Salesforce evergreen. Provide clear updates on the sales pipeline. Enforce Relativity-wide policies and procedures around opportunity management and forecasting. Hold your team accountable for keeping systems up to date.
  • Build a huge pipeline, based around Relativity Trace’s prioritized corporate accounts and move clients through the funnel
  • Your emphasis on prospecting with allow Relativity Trace to have the same brand recognition in compliance /as Relativity has in eDiscovery. You will work with marketing to develop a demand gen strategy targeting our prioritized corporate accounts. Understand the MEDDIC sales methodology to qualify our complex sales opportunities.
  • Own the Trace forecast.
  • Relativity Trace is a newer product. As we start to understand the sales lifecycle with more opportunities being closed, build rigor around our forecast.

Minimum Qualifications

  • Minimum 5 years of quota-carrying experience in new business development for an enterprise software organization, preferably within the e-discovery, compliance, 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 and lengthy sales campaigns in a fast-paced, consultative and competitive market
  • Minimum 2 years of experience selling SaaS, cloud or integration experience
  • Record of success in generating net new business with consistent overachievement of sales goals
  • Ability to travel 35% of the time
  • Pipeline management and forecasting experience 

Preferred Qualifications

  • Bachelor’s Degree or higher (preferably in business administration, computer science, CIS/MIS or related area)
  • Compliance, eDiscovery, SaaS and technical acumen
  • Demonstrable experience generating new business, including 5+ years of direct selling experience, territory management, with a track record of meeting or exceeding quota, including 2+ years in a sales management role
  • Relativity RCSP certification a plus
  • Experience with Relativity a plus 
  • Financial modeling and contract negotiation experience
  • #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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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 have a great selection of benefits from very competitive insurance plans to fun office perks!

Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Onsite Gym
Retirement & Stock Options Benefits
401(K)
401(K) Matching
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
Vacation & Time Off Benefits
Generous PTO
Everyone starts with 18 days of PTO, plus 11 paid holidays every year. Our office is also closed between Christmas and New Years, which does not take away from your PTO balance.
Paid Holidays
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!
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

Additional Perks + Benefits

We also offer a Divvy bike share discount, have Fooda discounts in the office, and offer DRYV Laundry Service for those who have workout clothes that need washing!

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