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Senior Account Executive

Relay

Relay

Sales & Business Development
Toronto, ON, Canada
Posted on Friday, December 22, 2023
Our mission is to increase the success rate of small businesses. Traditional banking has been a growth limiter rather than a growth enabler for business owners, and we’re changing that. Relay is the all-in-one, collaborative money management platform. We’re building for employer SMBs and their finance function, internal and external, and are focused on delivering a human-centric customer experience. Ultimately, we help SMBs be ‘on the money'.
Our Partner Sales team is growing and we are looking for a Senior Account Executive who thrives on championing the success of small businesses. If you're fueled by the passion to make a difference, have a proven track record of sales excellence, and are committed to building trusting relationships with business owners and their accountants and bookkeepers, then Relay is the place for you!
Joining Relay means an opportunity to make a huge impact in building solutions with the potential to reach 29 million small businesses across North America. You will play a pivotal role in Relay’s growth journey by prospecting into top 500 accounting firms and then building strategic relationships with these firms to onboard their book of business. As an advocate for their success, you'll forge enduring relationships, understanding their unique needs while delivering tailored solutions.

What You’ll Be Doing:

  • Manage the full sales cycle and be responsible for new business acquisition through strategic accounting firm partner development
  • Become an expert in our product and industry to advise business owners and their accountants and bookkeepers in a high-trust manner while aligning their goals/objectives with our product capabilities
  • Sell on value vs. technical functionality
  • Close business with new and existing customers
  • Go above and beyond just delivering your quota and strategize with team members to innovate and improve the overall sales process
  • Cross-functionally work with internal departments such as Business Development, Marketing, Revenue Operations and Sales Enablement

Who You Are:

  • You have 4+ years of full sales cycle experience, ideally industry-related and selling directly to accountants
  • You have a consultative sales approach
  • You have experience with strategic account-based prospecting and outbound sales
  • You are proficient with CRM software and other sales-related tools (e.g. Salesforce, Groove, ZoomInfo, etc.)
  • You enjoy collaborating with other departments and mentoring/coaching junior team members
  • You have strong interpersonal skills, a growth mindset, and the ability to adapt to constant change

Bonus Points:

  • You have prior experience in fintech, accounting software or a neobank
  • You have worked with SMBs in North America
  • You are proficient in Spanish
  • Research shows that women-identifying and other marginalized individuals tend to only apply when they meet 100% of the qualifications; if you don't have all the listed qualifications, we encourage you to apply anyway!

Our Commitment To You:

  • Competitive salary and meaningful equity: Relay employees are Relay owners, complete with equity and a competitive salary.
  • Comprehensive health benefits: enjoy full health benefits from day one. We offer flexible Health or Wellness Spending Accounts and medical, dental, and vision coverage for you and your dependents.
  • Flexible vacation and time off: every team member starts with 15 vacation days and 5 flex days to use as needed, plus an extra week of office closure during the end-of-year holidays so you can take time off to recharge and come back better for our customers.
  • Parental leave with top-up: we offer 12 weeks off with a 100% salary top-up for all full-time employees, regardless of location, and accessible for all parents: birthing, non-birthing, and adoptive.
  • Hybrid work environment: we value meaningful collaboration and connection at our Toronto office twice a week, with lunch, snacks, and beverages on us.
  • Dog-friendly space: can dogs really make you happy and healthy? We don’t know for sure, but since we don’t want to chance it, our office is 100% floof-friendly.
  • Personal and professional growth: through ongoing feedback, mentorship, and coaching, work with peers and leaders who are invested in your growth and success.
  • Top-tier equipment: as a Mac-first company, our Toronto offices have everything you need to produce your best work comfortably, from multiple screens to ergonomic seating.
  • Social connection: we believe in celebrating our wins with two annual company-wide get-togethers, quarterly team events, happy hours, and special events and networking opportunities with industry leaders.
  • We’re driving real change for small business owners, powered by truly remarkable people. At Relay, you’ll find the confidence to take changes, trust to take initiative, and the support you need to build a career you love. Here, we make sure every team member feels empowered to make big decisions, encourage to ask tough questions, and challenged to take risks that result in work we’re all proud of. We give you the baton–you run the Relay.

The Interview Process:

  • Stage 1: A 30-minute Google Meets video call with a member of the Talent team
  • Stage 2: A 45-minute Google Meets video call with the Director of Sales
  • Stage 3: A take-home case study followed by a presentation to our Sales team in a 60-minute Google Meets video call
  • Stage 4: A 30-minute Google Meets video call with a member of the Leadership team
What’s Important to Us:
At Relay, we believe that diversity is key to building high-performing teams, and creating an inclusive work environment is our priority. We are an equal-opportunity employer and we welcome people of diverse backgrounds, perspectives, and skills.
We will work with applicants to provide accommodations at any stage of the hiring process. If you require accommodations during the interview process, please email your People Team contact, and we will work with you to meet your needs.