Enterprise Account Executive
About The Position
Global Relay is seeking a driven, consultative Enterprise Account Executive for its sales team, based in the San Francisco office. The role owns a targeted portfolio of named enterprise accounts, combining strategic expansion of existing customers with proactive new-business development in whitespace opportunities. It is a high-impact, quota-carrying position focused on complex, multi-stakeholder sales to regulated firms. The Account Executive partners with Customer Success, Sales Engineering, and Product Management to address mission-critical challenges and deliver measurable value.
Requirements
- 3–7 years of B2B SaaS sales experience, with a proven record of quota achievement in enterprise or complex solution sales.
- Experience selling into regulated industries, especially financial services, including banks, broker-dealers, private equity, hedge funds, or fintechs.
- Comfort with long sales cycles and consensus-based buying processes involving compliance, legal, and IT stakeholders.
- Consultative, curious, and commercially sharp approach, with the ability to translate problems into value and urgency.
- Strong presentation and communication skills, executive presence, and storytelling ability.
- Familiarity with Salesforce and modern sales tools.
- Self-starter with high integrity and an ownership mindset.
- Comfort with in-office collaboration.
- Flexibility for some regional travel and company or industry events, approximately 20%.
Nice To Haves
- Experience selling archiving, compliance, eDiscovery, or surveillance solutions.
- Familiarity with MEDDPICC, Challenger, or similar sales methodologies.
- Network within key financial hubs in the region.
- Experience working with a pod-based go-to-market structure aligned across Sales, CSM, and SE.
Responsibilities
- Own the full sales cycle, from prospecting through close, across a named territory of enterprise accounts.
- Deepen customer relationships and drive upsell and cross-sell opportunities within assigned Global Relay customers.
- Identify and close net-new logos by developing outreach strategies and leveraging a professional network.
- Conduct discovery, present tailored value propositions, and lead product demonstrations with presales support.
- Build multi-threaded relationships with VP- and C-level stakeholders, especially in Compliance, IT, Legal, and Risk.
- Collaborate with the Sales VP and pod team, including 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 industry events, compliance roundtables, and client briefings to stay informed and visible in the market.
- Apply structured sales methodologies such as MEDDIC to qualify and advance opportunities.
Benefits
- Comprehensive health benefits program, including extended health coverage.
- Short-term and long-term disability insurance.
- Annual allotted vacation days that increase based on tenure.
- Paid sick days.
- Enhanced maternity/parental leave program.
- Commuter benefits.
- 401(k) retirement plan with company contribution matching.
- Commission structure eligibility.
- For employees at the New York office: subsidized meal program.
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
