Account Executive (Accounting & Bookkeeping)

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

The annual on target earnings (salary + commission) range for this role is $141,000 - $183,000 OTE CAD.

For candidates who demonstrate full readiness for the defined scope of the role, the typical starting salary is $166,000 OTE CAD. 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.

• 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.