Enterprise Account Executive

Relay; United States; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

Vision insurance

Disability insurance

Life insurance

401(k) with match

Paid time off

Parental leave

Wellness perks

Team events

Job summary

Relay is hiring an Enterprise Account Executive to drive net-new revenue across large enterprise accounts. This hunter role builds pipeline, runs complex sales cycles, and closes deals that make a measurable impact on frontline teams.

You’ll work with a Director of Sales and a pod of AEs & SDRs, bringing your enterprise SaaS expertise to a market still in digital transformation. You’ll source your own pipeline while receiving support for qualified leads in a greenfield space, and travel up to

Qualifications

• 3–5+ years of enterprise SaaS sales experience.
• Experience selling complex software to VP/C-suite and operational leaders.
• Proven prospecting, pipeline building, and closing of net-new logos.

Responsibilities

• Drive significant revenue growth by meeting and exceeding quota.
• Develop strategic account plans for enterprise prospects.
• Identify and qualify opportunities through outbound and inbound efforts.
• Articulate Relay's ROI to executives and stakeholders across large organizations.
• Maintain a clean CRM pipeline and deliver reliable forecasts.
• Collaborate with Solutions Engineering, Customer Success, and Product.

Skills

Enterprise SaaS sales

Quota attainment

Hunter mindset

Executive presence

Education

Bachelor's degree in Business/Tech

Job description

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has often left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren't just selling radios, we’re building the digital foundation for the 80% of the global workforce that doesn't work at a desk.

Why Join Relay?

• A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact.
• High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation.
• Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth.
• World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones.
• The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day.

If you're passionate about technology sales, looking to align your work to a bigger mission, and excited to join a company that's shaping the future of frontline work, we encourage you to explore opportunities at Relay!

The Role:

We are hiring an Enterprise Account Executive to join one of our segment pods and drive net-new revenue across large enterprise accounts. This is a hunter role — you'll be responsible for building pipeline, running complex sales cycles and closing deals that make a real impact on frontline teams.

You'll work alongside a Director of Sales (Segment Leader) and a pod of AEs & SDRs, bringing your enterprise SaaS expertise to a market that's still in the early stages of digital transformation. You’ll be getting support from SDRs and the marketing team for qualified pipeline, but you'll still be responsible for hunting and self-sourcing your pipeline, since this would be a greenfield space.

Responsibilities:

• Drive Significant Revenue Growth: Own and exceed your individual quota, contributing directly to segment and company revenue targets.
• Strategic Account Selling: Develop and execute strategic account plans for key enterprise prospects, building long-term relationships grounded in business value and trust.
• Identify and Qualify Opportunities: Proactively build a pipeline through outbound prospecting and inbound follow-up, qualifying opportunities by understanding each customer's operational challenges and how Relay solves them.
• Solution Selling Expertise: Effectively articulate Relay's value proposition to executives and key stakeholders across large organizations, demonstrating how our platform drives measurable ROI for frontline teams.
• Pipeline Management: Maintain a clean, accurate pipeline in CRM, track deal progress rigorously, and deliver reliable forecasts to segment leadership.
• Cross-functional Collaboration Partner closely with Solutions Engineering, Customer Success, and Product to deliver seamless customer experiences and successful deployments.
• Market Expertise Stay current on buyer trends, competitive dynamics, and emerging use cases within your segment to position yourself as a trusted advisor.

Requirements:

• 3-5+ years of enterprise SaaS sales experience, with a consistent track record of exceeding quota.
• Experience selling complex software solutions to senior stakeholders — VP, C-suite, and operational decision-makers at large organizations.
• Hunter mindset: proven ability to prospect, build pipeline from scratch, and close net-new logos.
• Strong executive presence and the ability to earn trust quickly at multiple levels of an organization.
• Excellent discovery, solution selling, negotiation, and closing skills — comfortable navigating multi-stakeholder, multi-month deal cycles.
• Technical aptitude to learn and articulate how Relay's platform integrates into a customer's operational environment.
• Strong written and verbal communication skills; polished presenter.
• Bachelor's degree in Business, Technology, or related field preferred.
• Ability to travel up to 50% within North America.

Nice to Have

• Experience selling into deskless or operationally complex environments (e.g., healthcare, retail, hospitality, field services, logistics) is a plus.
• Familiarity with IoT, hardware-software bundle sales, or platform-based motions.

About Relay | Culture, Benefits & Perks

Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork — where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life).

At Relay, we offer:

• 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents
• Generous Paid Time Off
• 401(k) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks: World-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling (Raleigh HQ)
• Team Events & Culture: We work hard and have fun doing it
• Latest tech, standing desks, and all the tools and software you need to thrive

The future of frontline work is being built here. Come build it with us.

Please note all finalist candidates must complete a successful background check and reference checks prior to employment with Relay.

At this time Relay is unable to provide sponsorship for employment. Applicants must be currently legally authorized to work in the US and not require future sponsorship.

We use AI tools to transcribe and summarize interviews for internal hiring purposes. Transcripts are accessible only to authorized hiring personnel and retained consistent with our data retention policies. Candidates who prefer not to have AI notetaking used may request to opt out without impact to your candidacy.