Senior Manager, Enterprise Sales DACH

<p><u><b>Posting Type</b></u></p><p>Hybrid</p><p></p><p></p><p><u><b>Job Overview</b></u></p>Relativity is the global technology provider that provides SaaS solutions to support the Investigations and eDiscovery needs of law firms, corporate and government customers. Relativity has recently launched the aiR suite of ground breaking generative AI products in DACH and we are excited by how quickly we are growing our customer base in this market. <br/><br/>DACH is a priority region for Relativity and this newly created role is a key leadership role for the EMEA region. Working with the VP Sales International and the Regional Sales Director EMEA, you will be responsible for driving the revenue growth strategy across DACH while leading a team of top talent sales professionals (new business and existing customer sales). <br/><br/>Objectives: The Senior Sales Manager, DACH will be responsible for driving all ARR and revenue growth while retaining existing customer spend across DACH based prospects and customers. This includes working closely with our Service Provider community to drive co-sell and distributor opportunities for long term customer success.    <p></p><p></p><p><u><b>Job Description and Requirements</b></u></p><p><u><span>Responsibilities:</span></u><span> </span></p><ul><li><p><b><span>Directly lead the sales team </span><span>in DACH</span></b><span><span> </span></span><span> </span></p></li></ul><ul><li><p><span><span>Manage</span><span> the </span><span>DACH </span><span>sales team </span><span>-</span><span> Law Firm, Corporate and Public Sector </span><span>segments</span></span><span> </span></p></li></ul><ul><li><p><span><span>Be a talent first manager - At Relativity, we are focused on being a talent first company</span><span>.  </span><span>As a manager, this</span><span> means</span><span> </span><span>identifying</span><span> and recruiting the best sales talent</span><span>, and ensuring your team experiences </span><span>an inclusive and diverse team culture</span><span>.  </span><span>A key responsibility will be to set clear development goals and a career path that inspires them</span><span>.  </span></span><span> </span></p></li></ul><ul><li><p><span><span>Coach and guide sales reps through a complex sales process – </span><span>Investigations and </span><span>eDiscovery is a complex operational process which involves many </span><span>different groups</span><span> to support and operate</span><span>.  </span><span>Leading a sale process which drives consensus across power users, admins, lawyers, </span><span>IT</span><span> 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</span><span>.  </span><span> </span></span><span> </span></p></li></ul><ul><li><p><span><span>Inspire your team and cross-functional stakeholders to create an exciting and rewarding culture of collaboration, “one team</span><span>”,</span><span> and work life balance.</span></span><span> </span></p></li></ul><p><span> </span></p><ul><li><p><b><span>Oversee the segment specific GTM decisions and drive sales </span><span>results</span></b><span><span> </span></span><span> </span></p></li></ul><ul><li><p><span><span>Responsible for working with the VP Sales International</span><span> and the EMEA Sales Director</span><span> to set and </span><span>execute on</span><span> the strategy for regional success and growth</span></span><span><span>.</span></span><span> </span></p></li></ul><ul><li><p><span><span>Identify</span><span> where to focus and </span><span>prioritise</span><span> the team to drive maximum results</span><span> short term and as part of a </span><span>longer term</span><span> </span><span>strategy</span></span><span> </span></p></li></ul><ul><li><p><span><span>Align and drive segment specific strategies to drive ARR</span><span> and revenue</span><span> </span><span>growth</span></span><span><span> </span></span><span> </span></p></li></ul><ul><li><p><span><span>Collaborate</span><span> with our </span><span>Partners</span><span> based in </span><span>DACH for increased co-selling </span><span>success</span></span><span> </span></p></li></ul><ul><li><p><span><span>Manage complex </span><span>multi-touch point </span><span>sales </span><span>processes</span><span> </span></span><span> </span></p></li></ul><ul><li><p><span><span>Strong sales and commercial leadership experience must be </span><span>demonstrated</span></span><span><span>, </span></span><span><span>leading a technology sales team within the Legal tech/eDiscovery</span></span><span><span> </span><span>preferred</span></span><span> </span></p></li></ul><ul><li><p><span><span>Operationally sound – We are in a phase of rapid growth</span><span>.  </span><span>So, it will be important to have a solid playbook of operational processes</span><span>.  </span><span>For example, you will be expected to drive </span><span>accurate</span><span> and up