Account Executive (Accounting & Bookkeeping)

Relay•Boston, MA

10d•$165,000 - $201,000•Hybrid

About The Position

Relay is a digital banking platform designed to empower self-made business owners with financial tools and knowledge, aiming to bring clarity, confidence, and control to their finances. The platform replaces financial guesswork with real visibility, transforming cash flow management from a stressor into a strategic asset for stronger, more resilient businesses. We are seeking an Account Executive to expand Relay's presence within the Accounting & Bookkeeping (AB) channel. This is a partnership sales role focused on building relationships with accounting and bookkeeping firms, who will then recommend Relay to their entire client base, potentially reaching dozens of small businesses through a single partnership. Accountants and bookkeepers are highly trusted advisors to small businesses, requiring a consultative, value-based approach and a strong emphasis on building trust. Successful AEs in this role become integral partners in how these firms manage their practices. This position offers an opportunity to make a significant impact by contributing to solutions that could reach 29 million small businesses across North America, and it is ideal for individuals energized by long-term relationship building and compounding work.

Requirements

2+ years of full sales cycle experience, ideally in fintech or selling to SMBs, accountants, or bookkeepers
Consultative, discovery-led sales approach, selling on value rather than technical functionality
Comfortable with a longer, multi-threaded sale where the win is a partnership and the proof is what happens after close
Experience with strategic account-based prospecting and outbound pipeline generation
Ability to build trust in person and on video, and willingness to travel to conferences and firm visits
Proficiency with CRM software and other sales tools (Salesforce, Outreach, ZoomInfo, and similar)
Actively leverage AI to improve prospecting efficiency, personalize outreach, and elevate sales effectiveness
Enjoy collaborating with other departments and mentoring or coaching junior team members
Strong interpersonal skills, a growth mindset, and adaptability to thrive in a fast-scaling, evolving environment

Nice To Haves

Experience in fintech, accounting software, or a neobank
Experience selling through a channel, partner, or referral motion
Experience working with SMBs in North America
Proficiency in Spanish

Responsibilities

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 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 Relay's product and the accounting industry, including the QuickBooks Online, Xero, and Gusto ecosystem
Contribute to improving the channel playbook, which is still being written
Work cross-functionally with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales Enablement

Benefits

On target earnings (salary + commission) range: $165,000 - $201,000 OTE USD
Typical starting salary for fully ready candidates: $183,000 OTE USD
Compensation philosophy focused on impact and growth, with flexible compensation changes
Perks and benefits detailed on Candidate Hub

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