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About the Role
Global Relay is seeking a driven and consultative Enterprise Account Executive to join our sales team in San Francisco. This role involves owning a targeted portfolio of named enterprise accounts, focusing on strategic expansion within existing customers and proactive new business development. It is a high-impact, quota-carrying position for a solutions-oriented sales professional adept at complex, multi-stakeholder deals, partnering with internal teams to solve critical challenges for regulated firms.
Responsibilities
- Own the full sales cycle from prospecting through close across a named territory of enterprise accounts
- Deepen relationships and drive upsell/cross-sell opportunities within assigned Global Relay customers
- Identify and close net-new logos by developing outreach strategies and leveraging your network
- Conduct discovery, present tailored value propositions, and lead product demonstrations with support from presales
- Build strong multi-threaded relationships at the VP and C-level, especially within Compliance, IT, Legal, and Risk teams
- Collaborate with your Sales VP and pod team (CSM, SE, and BDR support) to develop account plans and growth strategies
- Maintain pipeline health and forecast accuracy through disciplined Salesforce usage and consistent pipeline generation
- Attend key industry events, compliance roundtables, and client briefings to stay informed and visible in the market
- Apply structured sales methodologies like MEDDIC to qualify and advance opportunities
Requirements
- 3-7 years of B2B SaaS sales experience, with a proven track record of quota achievement in enterprise or complex solution sales
- Experience selling into regulated industries, especially financial services (banks, broker-dealers, PE, hedge funds, fintechs)
- Comfortable with long sales cycles and consensus-based buying processes involving compliance, legal, and IT stakeholders
- Consultative, curious, and commercially sharp—you know how to translate problems into value and urgency
- Strong presentation and communication skills, with executive presence and storytelling ability
- Familiarity with Salesforce and modern sales tools
- Self-starter with high integrity and an ownership mindset
- Must be comfortable with in-office collaboration
- Flexibility with some regional travel and to company or industry events (~20%)
Skills
- Salesforce
- MEDDIC
- MEDDPICC
- Challenger sales methodology
Location
- San Francisco
Work Type
- In-office collaboration
- Regional travel
Experience Level
- 3-7 years of B2B SaaS sales experience
Salary/Compensations
- $150,000—$180,000 USD (Base Salary)
Benefits
- Competitive compensation
- Comprehensive health benefits program
- Extended health coverage
- Short-term / long-term disability insurance
- Annual allotted vacation days (increase based on tenure)
- Paid sick days
- Maternity/parental leave enhanced program
- Commuter benefits
- 401(k)-retirement plan with company contribution matching
- Commission structure
- Subsidized meal program (New York office)
About the Company
- For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions.
- We securely capture and preserve the communications data of the world’s most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.
- Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It’s a place where you can genuinely make an impact – and be recognized for it.
- We believe great businesses thrive on diversity, inclusion, and the contributions of all employees.
- To learn more about our business, culture, and community involvement, visit www.globalrelay.com.
Equal Opportunity
- Global Relay is an equal-opportunity employer committed to diversity, equity, and inclusion.
- We seek to ensure reasonable adjustments, accommodations, and personal time are tailored to meet the unique needs of every individual.