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 to grow Relay's Accounting & Bookkeeping (AB) channel. This is a partnership sales role. Rather than selling to one business at a time, you will build relationships with accounting and bookkeeping firms who recommend Relay to their entire client base, so a single partnership can reach dozens of small businesses. Accountants and bookkeepers are the most trusted advisors a small business has. Winning them takes a consultative, value-based approach and a real investment in trust, and the AEs who do it well become genuine partners in how a firm runs its practice. If you are energized by long-horizon relationship building and want your work to compound, this is the seat. 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. What You'll Be Doing - Own the full sales cycle for new AB partnerships, from self-sourced and BDR-booked discovery through to a signed pilot agreement - Run consultative discovery with firm owners and partners to understand their practice, their client base, and the operational problems worth solving, then position Relay against those problems - Build mutual action plans that get partners to their first client referrals, and drive early activation rather than stopping at signature - Enable partner readiness by equipping firms to introduce and onboard Relay to their own clients with confidence - Prospect your own pipeline into target firms using account-based research and outbound, alongside BDR support - Hand off engaged, activated partners to Account Management with the context they need to expand the relationship - Become an expert in our product and in the accounting industry, including the QuickBooks Online, Xero, and Gusto ecosystem our partners work in every day - Go beyond delivering your quota and work with the team to improve the channel playbook, which is still being written - Work cross-functionally with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales Enablement Who You Are - You have 2+ years of full sales cycle experience, ideally in fintech or selling to SMBs, accountants, or bookkeepers - You take a consultative, discovery-led approach and sell on value rather than technical functionality - You are comfortable with a longer, multi-threaded sale where the win is a partnership and the proof is what happens after close - You have experience with strategic account-based prospecting and outbound pipeline generation - You build trust in person as well as on video, and you are willing to travel to conferences and firm visits where that is what moves a partnership forward - You are proficient with CRM software and other sales tools (Salesforce, Outreach, ZoomInfo, and similar) 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 or 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 sold through a channel, partner, or referral motion - 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 Sr. Manager, AB Channel 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 in-person meeting 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 notion.so. 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. Important Notice: Relay’s recruitment team only contacts candidates and corresponds from official corporate email addresses ending in @relayfi.com. We will never ask for sensitive personal data (such as bank account details, credit card numbers, or social security/insurance numbers) during the initial application or interview stages.

Requirements

Must-haves

What You'll Be Doing
Own the full sales cycle for new AB partnerships, from self-sourced and BDR-booked discovery through to a signed pilot agreement
Run consultative discovery with firm owners and partners to understand their practice, their client base, and the operational problems worth solving, then position Relay against those problems
Build mutual action plans that get partners to their first client referrals, and drive early activation rather than stopping at signature
Enable partner readiness by equipping firms to introduce and onboard Relay to their own clients with confidence
Prospect your own pipeline into target firms using account-based research and outbound, alongside BDR support
Hand off engaged, activated partners to Account Management with the context they need to expand the relationship
Become an expert in our product and in the accounting industry, including the QuickBooks Online, Xero, and Gusto ecosystem our partners work in every day
Go beyond delivering your quota and work with the team to improve the channel playbook, which is still being written
Work cross-functionally with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales Enablement
You have 2+ years of full sales cycle experience, ideally in fintech or selling to SMBs, accountants, or bookkeepers
You take a consultative, discovery-led approach and sell on value rather than technical functionality
You are comfortable with a longer, multi-threaded sale where the win is a partnership and the proof is what happens after close
You have experience with strategic account-based prospecting and outbound pipeline generation
You build trust in person as well as on video, and you are willing to travel to conferences and firm visits where that is what moves a partnership forward
You enjoy collaborating with other departments and mentoring or coaching junior team members
You have strong interpersonal skills, a growth mindset, and the adaptability to thrive in a fast-scaling, evolving environment
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 Sr. Manager, AB Channel Sales
Stage 3: A take-home case study, followed by a 60-minute Google Meet video call with our Sales team

Nice-to-haves

You have experience in fintech, accounting software, or a neobank
You have sold through a channel, partner, or referral motion
You have worked with SMBs in North America
You are proficient in Spanish

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

goai

Platform: ashby
Effort: quick