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Salary: USD 165,000 - 201,000 / annual
Relay is a digital banking platform for self-made business owners, providing tools for financial clarity and cash flow management. This Account Executive role focuses on building partnerships with accounting and bookkeeping firms—a channel sales position where you'll develop relationships that allow a single partnership to reach dozens of small business clients.
You will own the full sales cycle for new AB (Accounting & Bookkeeping) partnerships, from discovery through signed pilot agreements. Your responsibilities include:
- Conduct consultative discovery with firm owners and partners to understand their practice, client base, and operational challenges, then position Relay as a solution
- Build mutual action plans that drive partners to their first client referrals and ensure early activation beyond signature
- Enable partner readiness by equipping firms to confidently introduce and onboard Relay to their clients
- Prospect your own pipeline using account-based research and outbound prospecting, supported by BDR resources
- Hand off engaged, activated partners to Account Management with full context for relationship expansion
- Develop expertise in Relay's product and the accounting industry, including QuickBooks Online, Xero, and Gusto ecosystems
- Contribute to improving the channel playbook alongside your team
- Collaborate cross-functionally with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales Enablement
Relay emphasizes a consultative, value-based approach to partnership sales. Success requires long-horizon relationship building, comfort with multi-threaded sales cycles, and genuine investment in becoming a partner to accounting firms. The role includes willingness to travel to conferences and firm visits.
REQUIREMENTS:
- 2+ years of full sales cycle experience, ideally in fintech or selling to SMBs, accountants, or bookkeepers
- Consultative, discovery-led sales approach focused on value rather than technical functionality
- Comfort with longer, multi-threaded sales where the win is a partnership and proof comes after close
- Experience with strategic account-based prospecting and outbound pipeline generation
- Ability to build trust in person and on video; willingness to travel for partnership development
- Proficiency with CRM software and sales tools (Salesforce, Outreach, ZoomInfo, or similar)
- Active use of AI to improve prospecting efficiency, personalize outreach, and enhance daily sales effectiveness
- Strong collaboration skills and willingness to mentor junior team members
- Strong interpersonal skills, growth mindset, and adaptability in fast-scaling environments
BONUS:
- Experience in fintech, accounting software, or neobanking
- Channel, partner, or referral sales experience
- Work with North American SMBs
- Spanish proficiency
