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Senior Account Executive, Corporate

Relativity · IL · Full time

Posted Aug 24, 2026 · We last checked this listing on Oct 6, 2026

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Likely interview questions for this role

Written from this job description, not a generic list. Each one notes what the interviewer is really checking.

About your past

Tell me about a large enterprise deal you won from scratch. How did you get in the door?

What they are checking: Whether they have real new-logo experience with the largest companies, which this role requires.

Tell me about a negotiation where legal or procurement pushed back hard on terms.

What they are checking: Whether they understand legal and business risk in contract terms and can negotiate without giving away value.

Tell me about a deal you lost. What did you learn?

What they are checking: Whether they review losses honestly and improve their approach.

What would you do

Relativity has mostly sold to law firms and partners. How would you position RelativityOne to a corporate legal department bringing litigation in-house?

What they are checking: Whether they understand why corporations insource eDiscovery and can speak to their goals.

A corporate prospect already uses a law firm or service provider that runs Relativity for them. How do you handle that relationship?

What they are checking: Whether they can win direct business without damaging partner relationships the company depends on.

How would you bring in other products like Relativity Trace to grow an account?

What they are checking: Whether they think about broader value across the account rather than single product deals.

About the work

How would you build a territory plan for a list of the largest, most litigious companies in the world?

What they are checking: Whether they can prioritise accounts by need and timing rather than working the list randomly.

Walk me through how you present a multi-year agreement to a general counsel or CFO.

What they are checking: Whether they can speak to executive concerns like cost, risk and value over time.

How do you build relationships with executives who rarely take sales meetings?

What they are checking: Whether they bring real insight to earn executive time rather than relying on persistence alone.

How do you keep your forecast accurate on long, complex sales cycles?

What they are checking: Whether they qualify deals honestly so leadership can trust their numbers.

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The full job description

As published by Relativity.

Posting Type Remote/Hybrid Job Overview The Senior Account Executive role is a new customer acquisition role focused on developing new, direct commercial relationships with the largest companies in the world. Historically, Relativity has provided solutions to support the eDiscovery needs of law firms and a robust community of partners. But, corporate enterprises are bringing more of their litigation processes in-house and choosing Relativity as their platform of choice. Our corporate segment is our newest and fastest growing area of GTM focus. Job Description and Requirement Job Responsibilities • You will be assigned a named account territory comprised of the largest, most litigious companies in the world • Build and deepen executive relationships with a strategic customer base to help influence their long-term technology and decisions • Add value and be viewed as a trusted advisor by bringing compelling insights and ideas, then implement • Manage entire sales-cycles with experience in negotiating terms and understanding associated legal and business risks (includes presenting multi-year agreements to C-level executives) • Lead detailed account strategy in generating and developing business growth opportunities, working with multiple lines of business including Relativity Trace or Channel Partners - all to enhance outcomes and open up opportunities with large enterprise customers • Coordinate global sales opportunities with sales reps around the world Minimum Qualifications • Two or more years of experience selling SaaS, cloud and/or integration products. • Experience with complex solution selling, large transactions and/or lengthy sales campaigns. • High degree of comfort with public speaking and giving presentations. Preferred Qualifications • Five or more years of quota-carrying experience in new business development for an enterprise software company • Two or more years of experience selling SaaS, cloud or integration products • Experience with complex solution selling, large transactions or lengthy sales campaigns • High degree of comfort with public speaking and giving presentations • Experience working for a company within the e-discovery, CMS or big data analytics industry. • Prior legal tech experience in areas such as e-discovery, litigation services, or information technology • B2B enterprise SaaS sales experience • Challenger sales mindset 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 $179,000 and $269,000 The 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. Required Skills: Account Management, Business, Business Development, Customer Relationships, Lead Generation, New Business Development, Relationship Management, Sales, Sales Management, Solutions Selling

Apply at Relativity