Manager, SMB Law Firm Sales

Remote United States

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Relativity
Organizations around the globe use Relativity's secure, end-to-end legal & compliance software to analyze data for e-discovery, litigation, investigations, communication surveillance, and more.
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We 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 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, authentic self to our team.  We 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 choice and flexibility for employees to work either from home, a physical Relativity office location (once safe to do so), or a combination of the two, within certain logistical boundaries. Submit your application to learn more from our recruiters or contact us for more details.  
In this role, you will be responsible for leading a new logo acquisition sales team, focused on a rapidly growing small to medium law firm market. Historically, Relativity has provided solutions to support the eDiscovery needs of large law firms, corporations, government agencies, and a robust community of channel partners. Increasingly, with the maturation of our SaaS product RelativityOne, we are seeing more small to medium sized law firms engaging us to improve their eDiscovery practice and choosing RelativityOne as their platform of choice. This SMB law firm segment is our newest area of focus, and has a ton of opportunity and untapped growth.   You will have a unique chance to build and lead team, shape our core sales motions in SMB law firm market, and make a real and lasting impact at Relativity.  

Role Responsibilities:

  • 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.  With each new rep hired into the team, we have an opportunity to continually evolve and reset the standard of excellence. 
  • Additionally, you should be ready to build an inclusive and diverse team culture.  We are focused on creating a company and sales environment where people of diverse backgrounds can have a voice and feel heard.  There will be no shortcuts taken.  
  • 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 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.   
  • Collaborate across the org – Sales is a team sport and your team’s success will depend on your ability to collaborate with other teams like customer success, marketing, presales, support, and our channel partners.  Driving clarity, consensus and establishing optimal business processes will be a significant part of where you will be spending your time internally.  
  • Operationally sound – We are in a phase or 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.   

Preferred Qualifications:

  • eDiscovery, SaaS, software and technical acumen  
  • Demonstrable experience generating new business, including 5+ years of direct selling experience, territory management, with a track record of meeting or exceeding quota 
  • Demonstrable experience in professional mentorship, coaching, and people leadership.  
  • Relativity RCSP certification a plus 
  • Experience with Relativity a plus  
  • Self-motivated and organized, ability to work in complex deals 
  • Financial modeling and contract negotiation experience 
  • Excellent written and verbal communication skills 
  • Exceptional relationship-building skills 

Minimum Qualifications:

  • Minimum 5 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 
  • 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 
  • Minimum 2 years of experience selling SaaS, cloud or integration experience 
  • 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  
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, and we’re always looking for people to join us on the journey.   Relativity is a team of smart, passionate people always looking to grow, contribute, and make our product and customer service the best it can be. Our team members come from diverse backgrounds with different skills and life experiences—and we love and celebrate those differences. We believe that employees are happiest when they’re empowered to be their full, authentic selves, regardless how you identify.  So, please come as you are. We can’t wait to meet you. 

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.

Job region(s): North America
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