Account Executive

Relay; Boston (MA); On-site; USD 165,000 - 201,000; Full time

Job summary

Relay in Boston is seeking an Account Executive to own the full sales cycle from prospecting to close, focusing on helping small businesses and their accountants and bookkeepers succeed with Relay’s fintech solutions.

You will become an expert in our product and industry, advising clients in a high-trust manner, translating capabilities into measurable business value, and aligning outcomes with their goals.

Qualifications

• Full sales cycle experience
• Consultative, discovery-led sales approach
• Experience with strategic account-based prospecting and outbound pipeline generation
• Proficient with CRM software and sales tools (e.g. Salesforce, Outreach, ZoomInfo) and actively leverage AI
• Collaborating with other departments and mentoring/coaching junior team members
• Strong interpersonal skills, growth mindset, and adaptability

Responsibilities

• Own the full sales cycle from prospecting to close, driving new business across inbound and outbound channels and ensuring successful post-close activation
• 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 with our product capabilities
• Translate product capabilities into tangible business value tailored to each customer’s goals
• 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, Risk, Customer Experience, Revenue Operations, and Sales Enablement

Skills

Sales experience

Fintech domain knowledge

Consultative selling

Account-based prospecting

CRM proficiency

AI in sales

Cross-functional collaboration

Mentoring juniors

Tools

Salesforce

Outreach

ZoomInfo

Job description

Relay is a digital banking platform that gives self-made business owners the tools and know-how to be great with money-bringing clarity, confidence, and control to every dollar earned, so they can turn hard work into lasting success. We do this by replacing financial guesswork with real visibility, transforming cash flow from a constant source of stress into a clear signal owners can use to run stronger, more resilient businesses.

We are looking for an 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 leveraging your sales expertise to empower small businesses. As an advocate for their success, you'll forge enduring relationships, understanding their unique needs while delivering tailored solutions.

What You'll Be Doing

• Own the full sales cycle from prospecting to close, driving new business across inbound and outbound channels and ensuring successful post-close activation
• 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
• Translate product capabilities into tangible business value tailored to each customer’s goals
• 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, Risk, Customer Experience, Revenue Operations, and Sales Enablement

Who You Are

• You have 2+ years of full sales cycle experience, ideally within fintech or selling to SMBs, accountants, or bookkeepers
• You have a consultative, discovery-led sales approach and can translate customer needs into clear business value
• You have experience with strategic account-based prospecting and outbound pipeline generation
• You are proficient with CRM software and other sales-related tools (e.g. Salesforce, Outreach, ZoomInfo, etc.) and are not only AI-curious but actively leverage AI to improve your prospecting efficiency, personalize outreach, and elevate your day-to-day sales effectiveness
• You enjoy collaborating with other departments and mentoring/coaching junior team members
• You have strong interpersonal skills, a growth mindset, and the adaptability to thrive in a fast-scaling, evolving environment

Bonus Points

• You have experience in fintech, accounting software or a neobank
• You have worked with SMBs in North America
• You are proficient in Spanish

The Interview Process

• Stage 1: A 30-minute Google Meet video call with a member of the Talent team
• Stage 2: A 60-minute Google Meet video call with the Manager, Direct Sales
• Stage 3: A take-home case study followed by a 60-minute Google Meet video call with our Sales team
• Stage 4: A 45-minute Google Meet video call with a member of the Leadership team

Our Compensation Approach

We believe Relayers should feel rewarded for the impact they have on our mission and growth. Compensation follows impact. As impact increases, compensation grows, and we do not limit compensation changes to a once-a-year review cycle.

The annual on target earnings (salary + commission) range for this role is $165,000 - 201,000 OTE USD.

For candidates who demonstrate full readiness for the defined scope of the role, the typical starting salary is 183,000 OTE USD. Offers below this point reflect candidates we believe can grow into the full scope of the role with support and development. Offers above this point reflect impact that meaningfully exceeds the role’s defined expectations or an expanded scope from day one.

We encourage you to have a conversation with your recruiter and ask questions about compensation throughout the hiring process. For more information on our compensation philosophy and perks and benefits, visit our Candidate Hub.

Why Relay Might Be the Perfect Fit For You

• You push relentlessly for reinvention: You're always asking "how can this be better?" -- in your work, in your craft, in yourself. Comfort is a signal to push harder, not coast. You'd rather build something better than defend something familiar.
• You crave autonomy: We trust our team with big challenges and the freedom to solve them. If you're someone who takes initiative, is comfortable taking risks, and seeks input when needed, you'll find the freedom here empowering.
• You own your work: You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasks.
• You build with AI, not just use it: You're actively embedding AI into how you work, pushing what's possible, and bringing your team along with you.
• You care about impact, not noise: You care deeply about the substance of your work. You measure success by results, not recognition, and you let your work speak for itself.
• You're energized by complexity and ambiguity: You enjoy tackling problems that don't come with a playbook. You're comfortable building from scratch, iterating as you go, and collaborating to shape the best path forward.
• You seek out feedback: You see directness as respect, not criticism. You actively seek input, sit with hard truths, and use feedback as fuel for improvement.
• Small businesses are why we're here: Relay exists to help them thrive -- and that mission has to resonate with you.

Join Us

We're looking for people who are relentless, curious, and care deeply about the work. You're encouraged to apply even if your experience doesn't perfectly match the job description -- your perspective and drive matter more. 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.

Disclaimer: For compliance reasons, all offers of employment at Relay are conditional upon a successful background check and employment verification through Certn.