Manager, Corporate Account Executives

| 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.
In this role, you will be responsible for building a new logo acquisition sales team. Historically, Relativity has provided solutions to support the eDiscovery needs of law firms and a robust community of partners. But, increasingly, corporate enterprises are bringing more of their litigation processes in-house and choosing Relativity as their platform of choice. Our corporate segment is our newest and fastest growing area of our GTM focus. 
 
You will have a unique chance to build a team, shape our core sales motions and make a real and lasting impact at Relativity.

Role Responsibilities

  • Be a talent first manager - At Relativity, we are focused on being a talent first company. As a manager, this means, first, identifying and recruiting the best sales talent. With each new rep hired into the team, we have an opportunity to continually evolve and reset the standard of excellence. Additionally, you should be ready to build an inclusive and diverse team culture. We are focused on creating a company and sales environment where people of diverse backgrounds can have a voice and feel heard. There will be no shortcuts taken. Lastly, it will be important to be a consummate guide and supporter of your reps' growth and development. A key responsibility will be to set clear development goals and a career path that inspires them.
  • Coach and guide sales reps through a complex sales process – eDiscovery is a complex operational process which involves many different groups to support and operate. Leading a sale process which drives consensus across power users, admins, lawyers, IT and partners is a part of every sale. Your role will be to coach and develop the skills necessary for your reps to thrive in this kind of environment.
  • Collaborate across the org – Sales is a team sport and your team’s success will depend on your ability to collaborate with other teams like customer success, marketing, presales and support. Driving clarity, consensus and establishing new business processes will be a significant part of where you will be spending your time internally.
  • Operationally sound – We are in a phase or rapid growth. So, it will be important to have a solid playbook of operational processes. For example, you will be expected to drive accurate and up to date forecasts, establish an effective account planning process, lead high impact team meetings and develop sales KPIs to help oversee your reps’ effectiveness.

Minimum Qualifications

  • Minimum 5 years of quota-carrying experience in new business development for an enterprise software organization, preferably within the 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 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 
  • Excellent communication skills
  • Passionate about customer success 
  • 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) 
  • 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 
  • Relativity RCSP certification a plus 
  • 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 

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 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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