Managing Director, Government 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.
As Managing Director, Government Sales, you will be a member of a team responsible for establishing the commercial strategy, building marketplace awareness, and growing our opportunity pipeline to extend our market leading RelativityOne SaaS offering to the government segment. This includes new customer acquisition, as well as converting our existing on-prem government customer base to the cloud. Your primary focus will be the federal government domain and the secondary focus will be state agencies. This includes supporting our FedRAMP authorization efforts, refining our commercial offering and related contracting approach, helping to direct marketing resources and efforts to build awareness for RelativityOne in the government space, coordinating initiatives with our customer success and solutions functions, and leading our government sales team and their efforts to substantially grow our business with federal and state government constituencies. You will help guide engagement with our channel partner community that serves the federal government and ensure alignment with our broader growth objectives for the segment.

Role Responsibilities

  • Help guide our federal and state government segment strategy in conjunction with our product, security, service delivery, marketing, customer success, solutions, finance, and legal functions.
  • Work with our marketing team to help create and execute campaigns and strategies to build awareness and mindshare with key agencies and influencers in the federal market.
  • Recruit and manage a team of sales professionals serving the government segment.
  • Help to establish segment and team revenue plans, commission plans, and ensure alignment with segment strategy.
  • Drive a high quality, rigorous sales process, end to end.
  • Possess a strong command of the federal e-discovery market and the competitive landscape; build a long-term growth trajectory to ensure RelativityOne establishes and maintains its market leading position.

Minimum Qualifications

  • Minimum 10 years’ experience, five of which must be serving the federal government in a selling capacity.
  • Strong sales process discipline with an emphasis on quality metrics and accuracy of forecasting.
  • Highly motivated, personable, organized, and comfortable operating in a fast-paced environment.
  • Ability to build excellent relationships internally to ensure strategic alignment and foster diversity of thought.
  • Excellent verbal and written communications skills.
  • Ability to attract and retain top talent.

Preferred Qualifications

  • Experience positioning and selling SaaS with a public cloud deployment to federal agencies.
  • Knowledge of the federal sales cycles and contracting vehicles.
  • Experience in the federal eDiscovery domain.
  • Demonstrable success winning long/complex federal sales cycles.
  • Facility with FedRAMP and the authorization process.
  • Demonstrable track record of achieving / exceeding sales quota in both individual seller and team manager capacities.
  • Possess existing relationships with decision makers across federal agencies for eDiscovery technology, and establish new ones.
  • #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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    • MySQLDatabases

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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