Senior Manager, Enterprise Sales DACH

Responsibilities: 

• Directly lead the sales team in DACH  

• Manage the DACH sales team - Law Firm, Corporate and Public Sector segments 

• Be a talent first manager - At Relativity, we are focused on being a talent first company.  As a manager, this means identifying and recruiting the best sales talent, and ensuring your team experiences an inclusive and diverse team culture.  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 – Investigations and 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.    

• Inspire your team and cross-functional stakeholders to create an exciting and rewarding culture of collaboration, “one team”, and work life balance. 

• Oversee the segment specific GTM decisions and drive sales results  

• Responsible for working with the VP Sales International and the EMEA Sales Director to set and execute on the strategy for regional success and growth. 

• Identify where to focus and prioritise the team to drive maximum results short term and as part of a longer term strategy 

• Align and drive segment specific strategies to drive ARR and revenue growth  

• Collaborate with our Partners based in DACH for increased co-selling success 

• Manage complex multi-touch point sales processes  

• Strong sales and commercial leadership experience must be demonstrated, leading a technology sales team within the Legal tech/eDiscovery preferred 

• Operationally sound – We are in a phase of 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.    

• Be a strong collaborator across all functions which support GTM motions  

• Partner closely with Marketing on all lead generation efforts impacting DACH sales pipeline  

• Be the “face of Relativity” in DACH for international and external events  

• Co-create customer success motions to drive optimal utilisation across the existing customer base and work to convert server customers to the cloud product, RelativityOne 

• Work closely with Sales Operations to deliver a consistently accurate forecast  

• Internal/External leadership  

• Be a strong voice and presence for the region internally, “managing up” appropriately to ensure the regional needs are heard/met 

• Proactively surface trends identified through voice of customer feedback which may become leading indicators of regional or global change  

• Build and develop executive level relationships with key decision makers externally and internally 

• Strategic mindset 

• The commercial leader is a leading role for the region, and with that requires a strategic mindset when prioritizing where to play/win and how to play/win. This pertains to regional expansion, segment or product prioritization decisions, resource allocation and subsequent cross-functional consideration to deliver exceptional customer results. 

Requirements: 

• Minimum 7 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  

• Minimum 5 years direct sales management experience   

• 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  

• Record of success in generating net new business with consistent overachievement of sales goals  

• Excellent communication skills   

• Passionate about customer success  

• Pipeline management and forecasting experience   

• Self-motivated and organized, ability to work in complex deals  

• Financial modeling and contract negotiation experience  

• Exceptional relationship-building skills  

• Strategic mindset  

• Experience expanding sales teams across DACH a plus 

• Understanding of eDiscovery and domain expertise required 

Preferred Qualifications:   

• 5+ years in a Sales leadership role  

• 3+ years in eDiscovery, legal technology or legal services industry  

• Strong sales and commercial leadership experience  

• International experience growing technology companies across a region   

• Deeply experienced with both new business and existing customer sales motions