Sales Manager, Relativity Trace 20-0027

  • Location: London
  • Department: Sales
  • Work Status: Full-time


We are Relativity. A market-leading, global tech company that equips legal professionals with a powerful platform to organize data, discover the truth, and act on it.  The US Department of Justice, 198 of top 200 US law firms, and more than 70 Fortune 100 companies are among the customers who 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. 
Join us in the transformation of the legal industry and play a pivotal role in shaping the future of the practice of law and beyond. We don’t believe in ‘ideal’ candidates, so if you see a job that sparks your interest, go for it. Wherever you’re from, however you identify, and whatever experience you have, you can belong at Relativity.  

We are searching for a Manager, Relativity Trace EMEA Sales. The Relativity Platform is proven with almost 200,000 users and over 100B files under management - we believe Relativity Trace (built on the Relativity platform) is Relativity’s next big opportunity with ambitions to achieve the same scale as the eDiscovery business. As the Manager, Relativity Trace EMEA Sales, you will run EMEA sales for a small startup operating within the larger Relativity organization.
The Opportunity
You will have almost unlimited potential to build a huge business in a large and growing market while being able to leverage the Relativity brand and relationships with support from the leadership, founder, and board to move fast
You will be the first sales leader hired for Relativity Trace in Europe and you will be tasked with building a team and process to meet our ambitious objectives
While sales results are one of the most important goals to achieve, this role will demand that many hats be worn
You'll be responsible for hiring ~5 direct sales reports that cover new business, expansion, and successful implementations

Your Skills
You are a sales leader who has led teams targeting regulated customers
Collaboration with teams outside of your direct line of management is a core part of your success playbook
You are coming to Relativity with a POV on how to assert differentiation in the Compliance market or can quickly develop a perspective
You have direct selling experience but can also manage a differentiated set of channel partners who can add value to the sales process
You have deep experience closing new logos, expanding existing books of business, and ensuring customer success

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 sales 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 and support. Driving clarity, consensus and establishing new business processes will be a significant part of where you will be spending your time internally.

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. 

Preferred Qualifications:

  • Bachelor’s Degree or higher (preferably in business administration, computer science, CIS/MIS or related area)
  • Compliance, SaaS and technical acumen
  • Demonstrable experience generating new business, including 7+ years of direct selling experience, territory management, with a track record of meeting or exceeding quota
  • At least 3 years of direct sales management.
  • 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 7 years of quota-carrying experience in new business development for an enterprise software organization, preferably within the compliance, e-discovery, big data analytics industry
  • Minimum 2 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
  • Ability to travel 35% of the time
  • Pipeline management and forecasting experience 

About Relativity

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.

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