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Salary: CAD 141,000 - 183,000 / annual
Relay is a digital banking platform designed to help self-made business owners gain clarity and control over their finances. The company is seeking an Account Executive to grow its Accounting & Bookkeeping (AB) channel through partnership sales.
In this role, you will own the full sales cycle for new AB partnerships, from discovery through signed pilot agreements. Rather than selling to individual businesses, you will build relationships with accounting and bookkeeping firms who recommend Relay to their entire client base—meaning a single partnership can reach dozens of small businesses.
Key responsibilities include:
- Conducting consultative discovery with firm owners and partners to understand their practice, client base, and operational challenges
- Positioning Relay's solutions against identified problems and building mutual action plans
- Driving early activation and client referrals, not just closing deals
- Enabling partner readiness by equipping firms to confidently introduce and onboard Relay to their clients
- Self-sourcing pipeline through account-based research and outbound prospecting, with BDR support
- Handing off activated partners to Account Management with full context for expansion
- Becoming an expert in Relay's product and the accounting ecosystem (QuickBooks Online, Xero, Gusto)
- Contributing to channel playbook development and cross-functional collaboration
This is a partnership sales role that rewards long-horizon relationship building and compounding impact. You will work with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales Enablement teams.
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 cycles where partnerships and post-close activation are key
- Experience with strategic account-based prospecting and outbound pipeline generation
- Ability to build trust in person and on video; willingness to travel to conferences and firm visits
- 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 and mentoring skills
- Strong interpersonal skills, growth mindset, and adaptability in a fast-scaling environment
Bonus qualifications:
- Experience in fintech, accounting software, or neobanking
- Channel, partner, or referral sales experience
- Work with North American SMBs
- Spanish proficiency
