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About the Role
Relay is seeking an Account Executive to expand its Accounting & Bookkeeping (AB) channel. This role focuses on building relationships with accounting and bookkeeping firms to recommend Relay to their clients, thereby reaching numerous small businesses. The ideal candidate will be energized by long-horizon relationship building and making a significant impact on solutions designed for small businesses.
Responsibilities
- Own the full sales cycle for new AB partnerships, from self-sourced and BDR-booked discovery through to a signed pilot agreement
- Run consultative discovery with firm owners and partners to understand their practice, client base, and operational problems, then position Relay accordingly
- Build mutual action plans to drive partner referrals and early activation
- Enable partner readiness by equipping firms to introduce and onboard Relay to their clients
- Prospect pipeline into target firms using account-based research and outbound efforts, with BDR support
- Hand off engaged, activated partners to Account Management with necessary context
- Become an expert in Relay's product and the accounting industry, including the QuickBooks Online, Xero, and Gusto ecosystem
- Contribute to improving the channel playbook
- Collaborate with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales Enablement
Requirements
- 2+ years of full sales cycle experience, ideally in fintech or selling to SMBs, accountants, or bookkeepers
- Takes a consultative, discovery-led approach and sells on value rather than technical functionality
- Comfortable with a longer, multi-threaded sale where the win is a partnership and success is measured post-close
- Experience with strategic account-based prospecting and outbound pipeline generation
- Builds trust in person and on video, willing to travel to conferences and firm visits
- Proficient with CRM software and other sales tools (Salesforce, Outreach, ZoomInfo, and similar)
- Actively leverages AI to improve prospecting efficiency, personalize outreach, and elevate sales effectiveness
- Enjoys collaborating with other departments and mentoring or coaching junior team members
- Strong interpersonal skills, a growth mindset, and adaptability to thrive in a fast-scaling, evolving environment
- Relentless pursuit of improvement and innovation
- Takes initiative, comfortable taking risks, and seeks input when needed
- Takes pride in work, follows through on commitments, and feels a deep sense of responsibility for outcomes
- Actively embeds AI into work processes
- Focuses on the substance of work and measures success by results
- Enjoys tackling complex and ambiguous problems, comfortable building from scratch and iterating
- Seeks out feedback and uses it for improvement
- Resonates with the mission to help small businesses thrive
- Encouraged to apply even if experience doesn't perfectly match the job description
- Welcome diverse backgrounds and people who think critically, challenge the status quo, and want to help small businesses thrive
- Offers of employment are conditional upon a successful background check and employment verification through Certn
Skills
- Consultative selling
- Value-based selling
- Relationship building
- Sales cycle management
- Account-based prospecting
- Outbound pipeline generation
- CRM software proficiency
- Sales tools proficiency
- AI utilization in sales
- Interpersonal skills
- Collaboration
- Mentoring
- Coaching
- Adaptability
- Problem-solving
- Feedback seeking
Location
- Remote
- In-person meetings required
Work Type
- Full-time
Experience Level
- 2+ years of full sales cycle experience
Salary/Compensations
- $141,000 - $183,000 OTE CAD
Benefits
- Perks and benefits detailed on Candidate Hub
About the Company
- Relay is a digital banking platform providing tools and knowledge for self-made business owners to manage their finances effectively.
- The company aims to replace financial guesswork with real visibility, transforming cash flow management into a clear signal for business owners.
- Relay's solutions have the potential to reach 29 million small businesses across North America.
Equal Opportunity
- We welcome diverse backgrounds and people who think critically, challenge the status quo, and want to help small businesses thrive.
- If you require accommodations at any stage of the hiring process, please reach out to your Talent Partner.
- Relay’s recruitment team only contacts candidates and corresponds from official corporate email addresses ending in @relayfi.com.
- We will never ask for sensitive personal data (such as bank account details, credit card numbers, or social security/insurance numbers) during the initial application or interview stages.