Posting Type
Hybrid
Job Overview
You will lead an enterprise sales team, focused on the small/medium (SMB) law firm market. Relativity is well-established in providing best-in-market solutions supporting the eDiscovery needs of law firms, corporations, government agencies, and a community of channel partners. With the maturation of our SaaS product RelativityOne and our advanced AI solutions, we are seeing a steady increase in law firms engaging us directly to improve their eDiscovery practice. The law firm segment continues to be one of our biggest areas of logo and revenue growth, and our products & company are primed to strengthen our position in this market. New logo acquisition and growth is secured through both direct sales efforts and in collaboration with our partner channel.Job Description and Requirement
Your Role In Action
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. Additionally, you should be motivated to build an inclusive and diverse team. We are focused on creating a company and sales environment where people of diverse backgrounds collaborate and win together. Lastly, it will be important to be a consummate guide and supporter of your rep’s 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 sales process which drives consensus across power users, project managers, 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 organization – Sales is a team sport and your team's success will depend on your ability to work with other teams like customer success, marketing, sales engineering, revenue operations, and our channel partners.
Operationally sound – 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.
Qualifications:
Minimum 5 years of successful quota-carrying experience in sales for an enterprise software organization, preferably SaaS solutions within the e-discovery, CMS, or big data analytics industry
End-to-end complex solution selling (i.e. experience selling or delivering software that required your client to realign critical processes)
Experience with large transactions and lengthy sales campaigns in a consultative and competitive market
Experience working with channel partners in reseller and value-added services arrangements.
Record of consistent success in generating revenue/ARR growth with overachievement of sales goals
Sound sales process methodology, MEDDPICC, pipeline optimization, and forecasting experience
Passionate about customer success
Strong alignment with our Core Values
Relativity is committed to competitive, fair, and equitable compensation practices.
This 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 between following values
$241,500 and $361,500The 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.