Enterprise Account Executive

Global Relay; San Francisco (CA); On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

Commissions

401k contributions

Extended health benefits

Diversity & inclusion

Job summary

Global Relay is seeking a driven Enterprise Account Executive to join our San Francisco sales team. You will own a targeted portfolio of named enterprise accounts, balancing existing customer expansion with proactive new business development in whitespace opportunities.

This high‑impact, quota‑carrying role requires delivering measurable value through complex, multi‑stakeholder deals and collaborating with Customer Success, Sales Engineering, and Product Management.

Qualifications

• 3–7 years of B2B SaaS sales with quota success.
• Experience selling into regulated financial services.
• Comfort with long cycles and multi-stakeholder buys.
• Strong presentation and executive storytelling.
• Proficiency with Salesforce and modern sales tools.
• Willingness to travel regionally.

Responsibilities

• Own full sales cycle from prospecting to close in a named territory.
• Expand relationships within existing customers and upsell.
• Develop outbound strategies to win net-new logos.
• Lead product demos with presales support.
• Build multi-threaded relationships with VP and C‑level.
• Collaborate with sales pod to plan account growth.
• Maintain pipeline health and forecast accuracy in Salesforce.
• Attend industry events and client briefings.
• Apply MEDDIC to qualify opportunities.

Skills

SaaS sales

Quota attainment

Regulated industries

Executive presence

Sales forecasting

Salesforce proficiency

Tools

Salesforce

Job description

Who we are:

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.

Who we are:

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.
Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. 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 that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.

Your role:

Global Relay is looking for a driven and consultative Enterprise Account Executive to join our sales team, based in our San Francisco office, in the heart of the Financial District. You will own a targeted portfolio of named enterprise accounts, blending strategic expansion of installed customers with proactive new business development in whitespace opportunities.
This is a high-impact, quota-carrying role for a solutions-oriented sales professional who thrives in complex, multi-stakeholder deals. You’ll partner closely with internal teams—including Customer Success, Sales Engineering, and Product Management to solve mission‑critical challenges for regulated firms and deliver measurable value.

Your 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
  

About you:

• 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—you take pride in your book of business and how you run it
• Must be comfortable with in‑office collaboration
• Flexibility with some regional travel and to company or industry events (:20%)
  

Bonus Points If You Have...

• Experience selling archiving, compliance, eDiscovery, or surveillance solutions
• Familiarity with MEDDPICC, Challenger, or similar sales methodologies
• Network within key financial hubs within the region
• Experience working with a pod-based go-to-market structure (Sales + CSM + SE alignment)
  

Compensation:

Global Relay advertises the pay range for this role in accordance with the pay transparency laws of the state of California. In addition to the annual base salary (range listed below), compensation for this role also includes commissions, extended health benefits, and 401k contributions.
San Francisco - Base salary range: $150,000 USD - $180,000 USD

What you can expect:

At Global Relay, there’s no ceiling to what you can achieve. It’s the land of opportunity for the energetic, the intelligent, the driven. You’ll receive the mentoring, coaching, and support you need to reach your career goals. You’ll be part of a culture that breeds creativity and rewards perseverance and hard work. And you’ll be working alongside smart, talented individuals from diverse backgrounds, with complementary knowledge and skills.

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.

To learn more about our business, culture, and community involvement, visit www.globalrelay.com.