{"id":1143079,"url":"https://alion.io/job/relativity-lead-account-executive-law-firm-existing-business","title":"Lead Account Executive, Law Firm - Existing Business","company":{"id":2576,"name":"Relativity","domain":"relativity.com","url":"https://alion.io/company/relativity","size_band":"201-500","is_staffing_agency":false,"is_intermediary":false,"ats_vendor":"Workday","truth_index":{"grade":"B","score":75,"open_postings":3,"ghost_share":0,"stale_share":1,"repost_share":0,"time_to_fill_p50_days":38,"computed_at":"2026-09-23T05:45:00Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"hiring_geo_confidence":"structured","locations":["Washington, United States","New York, United States","United States","Georgia","Mexico"],"countries":["US","GE","MX"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":210000,"max":315000,"currency":"USD","period":"year","gross":null,"usd_annual":315000},"salary_estimate":null,"experience_years_min":2,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"LLM","optional":false}],"status":"live","first_seen_at":"2026-09-23T13:21:49Z","employer_posted_date":"2026-09-23","last_verified_at":"2026-09-23T22:28:03Z","board_verified":true,"closed_at":null,"days_open":0,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":0},"description":"Posting Type\nRemote/Hybrid\nJob Overview\nWe are Relativity. A market-leading, global tech company that equips legal and compliance professionals with a powerful platform to organize data, discover the truth, and act on it. The US Department of Justice, 199 of the Am Law 200, and more than 329,000 enabled users trust Relativity during litigation, internal investigations, and compliance projects.Our AI platform, Relativity aiR, 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, authentic self to our team.\nWe believe that great talent is not bound by geography and that what you do matters more than where you do it. Relativity has assumed a hybrid work strategy, allowing for employees to work from home and a physical Relativity office location within certain logistical boundaries. Submit your application to learn more from our recruiters or contact us for more details.\nOur law firm segment continues impressive year-over-year growth, and we're looking for a Lead Account Executive to help set the direction for how we engage our most strategically important clients. As a Lead Account Executive at Relativity, you will join a high-performing team of diverse, growth-minded, and creative people who embody our core values. You will own a concentrated portfolio of our largest, most complex, and strategically important law firm accounts, and serve as a senior voice - alongside sales leadership - in shaping how our team engages this segment as the market evolves.\nJob Description and Requirement\nRole Responsibilities:\nOwn a concentrated portfolio of Relativity's largest, most complex, and strategically important law firm accounts, with accountability for retention, revenue growth, and long-term relationship health\n\nDemonstrate consistent commitment to Relativity Core Values\n\nBuild and expand relationships beyond core eDiscovery contacts into firm leadership - Managing Partners, General Counsel, Heads of Litigation, and innovation/AI committee leads - as well as horizontally across practice groups, positioning yourself as a trusted advisor on legal-industry and AI trends and Relativity as a strategic partner rather than an operational vendor\n\nEngage and influence practicing lawyers directly as our products increasingly enable self-service, conversational AI experiences for practitioners\n\nLead negotiations and commercial strategy for major renewals and expansions - presenting terms and business rationale directly to senior firm stakeholders while balancing customer objectiveswith Relativity's long-term interests\n\nProactively identifycompetitive threats and relationship risks within your accounts, and develop strategies to protect and expand Relativity's position\n\nOrchestrate cross-functional account teams - Customer Success, Sales Engineering, Product, and other internal partners - to deliver a coordinated account strategy\n\nAct as a thought partner to sales leadership on segment strategy, account segmentation, and engagement models - bringing customer and market intelligence back into the organization to inform how our team operatesand goes to market\n\nRepresent Relativity credibly in executive meetings, industry events, conferences, and panels, building and maintaininga strong personal network among senior legal-industry and legal-technology leaders\n\nMentor and develop other Account Executives on the team through coaching, knowledge sharing, and account strategy support, modeling the standards of judgment, preparation, and executive presence expected across the team\n\nContribute beyond your own book of business by taking ownership of strategic team initiatives, bringing an entrepreneurial posture to how our engagement model evolves\n\nQualifications\nStrong alignment with Relativity Core Values\n\n7+ years of successful quota-carrying, full-cycle sales for large, complex enterprise accounts within a software company, with a track recordof exceeding annual sales quotas of $2M or more (or a comparable scale within your market)\n\nTwo or more years of experience selling SaaS, cloud, and/or enterprise AI solutions\n\nComplex solution selling or customer success management involving multiple stakeholders, competing priorities, and long decision cycles that required business transformation\n\nSkilled at negotiating complex, multi-year contracts, including experience presenting terms directly to senior and executive stakeholders\n\nProven technical acumen and intellectual curiosity - comfortable in detailed conversations about data, databases, and AI/LLM technology, and confident representingour technology directly to technical buyers rather than relying solely on Sales Engineering or Product support. Prior legal tech experience is strongly preferred\n\nDemonstrated success building trusted relationships with senior executives (GC, Managing Partner, C-level) and other influential decision-makersbeyond day-to-day operational contacts\n\nHigh degree of comfort with public speaking and presenting to audiences ranging from individual practitioners to executive committees\n\nDeep understanding of the competitive landscape - including how Relativity's strengths, weaknesses, and opportunities stack up against AI-native entrants and other alternatives - and the judgment to translate that into account and team strategy\n\nEstablished relationships with senior leaders across the legal and legal-technology industry, with a genuine interest in representingRelativity externally and willingness to travel regularly for strategic engagements and industry events\n\nEntrepreneurial mindset - comfortable operating in ambiguity, piloting new approaches, and driving initiatives without waiting for a playbook or extensive direction\n\nDemonstrated ability to coach and mentor colleagues and mobilize cross-functional teams around complex account or business objectives, modeling high standardsfor the broader team\n\nYou set a high bar of success, hold yourself accountable to objectives & key results, and believe in perpetual growth and development\n\nCommunicate with empathy, clarity, accuracy, and efficiency; solutions-focused, you identifyareas for improvement and bring solutions forward\n\nRelativity is committed to competitive, fair, and equitable compensation practices.\nThis position is eligible for total compensation which includes competitive cash on-target earnings (OTE) and long-term incentives. The expected OTE range for this role is betweenfollowing values\n$210,000 and $315,000The final offered OTE will be based on several factors, including but not limited to the candidate's depth of experience, skill set, qualifications, and internal pay equity. Hiring at the top end of the range would not be typical, to allow for future meaningful salary growth in this position.\nRequired Skills:\nAccount Management, Business Development, Business Development Consulting, Customer Relationships, Customer Retentions, Product Knowledge, Relationship Building, Relationship Management, Sales, Upselling","description_format":"text","description_chars":7083,"description_truncated":false,"requirements":{"experience_years_min":2,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity","Hybrid work"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Document Management","Document AI","Legal AI"],"lifecycle":[{"event":"open","at":"2026-09-23T13:21:49Z"}],"liveness":{"score":86,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.86,"p_room":1,"age_days":0,"expected_fill_days":38,"reasons":["conf:1","win:early"],"computed_at":"2026-09-24T00:08:51Z"},"pay":{"stated_usd_annual":315000,"is_top_pay":true},"html_url":"https://alion.io/job/relativity-lead-account-executive-law-firm-existing-business","json_url":"https://alion.io/job/relativity-lead-account-executive-law-firm-existing-business.json","meta":{"generated_at":"2026-09-24T00:08:51Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers"}}