Manager, Corporate Sales - Existing Business at Relativity

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Overview
Are you looking for a hybrid or remote work opportunity? Are you interested in a workplace that provides benefits that suit your needs? Are you ready for an environment with open and effective management?
You will lead a new logo acquisition sales team, focused on the corporate market. Relativity is well-established in provided solutions to support the eDiscovery needs of law firms, corporations, government agencies, and a community of channel partners. With the maturation of our SaaS product RelativityOne, we are seeing a marked increase in corporations engaging us directly to improve their eDiscovery practice and choosing RelativityOne as their platform of choice. The corporate segment is one of our biggest areas of logo and revenue growth, and our product & company are primed to secure this market.
You will have a chance to lead a team of account executives, shape our primary sales motions in the growing corporate market, and make a real and lasting impact at Relativity.
Your Role in Action
  • Be a talent first manager - Identify and recruit the best sales talent - build an inclusive team culture and support your team member's development
  • Coach and guide sales reps through a complex sales process - You will lead a sales process which drives agreement across power users, admins, lawyers, IT and partners - You will guide your team in developing skills to do this
  • Collaborate across the department - Sales is a team sport and your team's success will depend on your ability to work with other teams like customer success, marketing, presales, support, and our channel partners
  • Operationally sound - It will be important to have a solid strategy of operational processes - You willdrive accurate and up-to-date forecasts, establish an account planning process, lead high impact team meetings and develop sales Measurements to help oversee your reps' effectiveness.

Your Skills
  • Minimum 5 years of quota-carrying experience in new business development for an enterprise software organization, preferably SaaS solutions within the e-discovery, CMS, or big data analytics industry
  • Complex solution selling (i.e. experience selling or delivering software that required your client to realign certain processes)
  • Experience with large transactions and lengthy sales campaigns in a consultative and competitive market
  • Record of success in generating new business with overachievement of sales goals
  • Passionate about customer success
  • Solid sales process methodology, pipeline management, and forecasting experience
  • Follow our Core Values

About Relativity
Relativity is a diverse workplace with different skills and life experiences-and we love and celebrate those differences. We believe that employees are happiest when they're empowered to be their full, authentic selves, regardless how you identify.
Benefit Highlights:
Comprehensive health, dental, and vision plans
Parental leave for primary and secondary caregivers
401k with employer match
Flexible work arrangements
Company breaks in July & December
Unlimited time off
Equity program
Training investment program
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, Best Buddies, MakerGirl, Latinas in Tech, NSBE, Anita B.Org - and more!
Friends outside of work
Eat lunch together
Intracompany committees
Our community resource groups: Black @ Relativity, Relativity Latinos in Tech, RelAsians, Relativity Women of the Workplace, Relativity Pride, Faces of Relativity, RelVETS, and RelMind.
Daily sync
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
Diversity Employee Resource Groups
Black @ Relativity, Relativity Latinos in Tech, & RelAsians
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Health Care FSA - Eligible expenses pre-tax up to $2,750 Limited Purpose FSA - Vision & Dental expenses pre-tax up to $2,750 Dependent Care FSA - Child care/adult care expenses pre-tax up to $5,000
Disability Insurance
Short- & Long-Term Disability available at no cost to employees to provide income replacement (60% of salary) in the event they become unable to work due to injury or illness
Dental Benefits
Standard (free) & Premium Plan options. Both plans cover 100% of preventative care. Under Premium, Child (19 & under) & Adult (2022) Orthodontia covered up to $2,500 lifetime max per individual.
Vision Benefits
Basic Vision is free to employees & dependents. Frames or contact lenses are covered up to $130 every 12 months.
Health Insurance Benefits
Two Medical plan options: PPO & HDHP (HSA plan). With the HDHP option, employees can enroll in a Health Savings Account with a Relativity contribution of $500 for employee only or $1,000 for family.
Life Insurance
Relativity provides Basic Life & AD&D coverage at 1x an employee's salary at no cost to the employee. Employees have options for Voluntary Employee, Spouse, & Child supplemental life coverage as well.
Pet Insurance
Discounted Nationwide Pet Insurance through our Employee Assistance Program
Wellness Programs
Through our program, Relativians have access to resources to work towards personal wellness goals within the 5 pillars of Wellness: Physical, Emotional, Financial, Social, & Purpose.
Onsite Gym
Team workouts
Group Wellness Workouts Live virtual yoga classes Movement Competitions
Mental Health Benefits
Virtual Group Therapy Sessions RelMIND Community Resource Group Wellness Meditation Group Employee Assistance Program Headspace Mindfulness App free subscription
Retirement & Stock Options Benefits
401(K)
Traditional (Pre-Tax) and Roth (Post-Tax) options for individual elective deferral.
401(K) Matching
Relativity matches employee contributions 100% up to 3% of the deferral with vesting as follows: - 1 year: 33% of employer match - 2 years: 66% of employer match - 3+ years: 100% of employer match
Company Equity
Relativity offers long-term incentive awards to all permanent employees, vesting over a four year period.
Performance Bonus
Bonuses are based on a combination of how the company performs as well as how the individual performs.
Match charitable contributions
Relativity Gives powered by Benevity enables Relativians to support the global causes they are most passionate about through volunteering, donations (matches are typically 1:1), and social promotions.
Child Care & Parental Leave Benefits
Generous Parental Leave
100% paid leave for Primary (12 weeks) and Secondary (6 weeks) caregivers.
Flexible Work Schedule
At Relativity, we focus on and measure the quality of our team members’ output, not where and when they work. See the "Additional Perks & Benefits" section for more information.
Remote Work Program
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 Volunteer Time
Paid Holidays
Paid Sick Days
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
Recreational Clubs
Several Intramural Sports Teams (kickball, softball, volleyball, etc.), Vertikal (climbing group), Movie Night, Gaming Groups, and several more.
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
To support an employee’s learning and development journey, Relativity offers access to on-demand training and certifications, internal expert-led courses and demos, and funding for external learning
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications
The Relativity Certified Administrator Exam

Additional Perks + Benefits

At Relativity, we focus on and measure the quality of our team members’ output, not where and when they work. Our philosophy translates to two work practices applied to teams that can support them.*
• Agile work hours: A team member’s shifting their everyday schedule by starting early/later or working in time blocks that fall outside the “typical” working hours to meet personal needs
• Agile workplace: Telecommuting to work on a semi-regular or regular basis**
*Due to the nature of some teams' responsibilities and structure, members may not have such flexibility.
**Telecommuting on a regular (full-time) basis is limited to the country/region in which you are employed and subject to manager approval.

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