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 businessesAccountants 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 practiceIf 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 AmericaOwn the full sales cycle for new AB partnerships, from self-sourced and BDR-booked discovery through to a signed pilot agreementRun 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 problemsBuild mutual action plans that get partners to their first client referrals, and drive early activation rather than stopping at signatureEnable partner readiness by equipping firms to introduce and onboard Relay to their own clients with confidenceProspect your own pipeline into target firms using account-based research and outbound, alongside BDR supportHand off engaged, activated partners to Account Management with the context they need to expand the relationshipBecome an expert in our product and in the accounting industry, including the QuickBooks Online, Xero, and Gusto ecosystem our partners work in every dayGo beyond delivering your quota and work with the team to improve the channel playbook, which is still being writtenWork cross-functionally with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales EnablementBenefits
Competitive salary and meaningful equity: Relay employees are Relay owners, complete with equity and a competitive salary. Since 2023, 66%+ of employees have received salary increases, with multiple new team members joining just last year.Social connection: We believe in celebrating our wins with two annual company-wide get-togethers, quarterly team events, happy hours, and special events and networking opportunities with industry leaders.Personal and professional growth: Through ongoing feedback, mentorship, and coaching, work with peers and leaders who are invested in your growth and success. Even with more than half of our team joining in the last 12 months, almost 20% have received promotions in the last year alone.Parental leave with top-up: We offer 12 weeks off with a 100% salary top-up for all full‑time employees, regardless of location, and accessible for all parents: birthing, non‑birthing, and adoptiveComprehensive health benefits: Enjoy full health benefits from day one: no probation period required. We offer flexible Health or Wellness Spending Accounts and medical, dental, and vision coverage for you and your dependents.Hybrid work environment: We value meaningful collaboration and connection at our Toronto office three days per week, with lunch, snacks, and beverages on us.Top‑tier equipment: As a Mac‑first company, our Toronto offices have everything you need to produce your best work comfortably, from multiple screens to ergonomic seating.Flexible vacation and time off: Every team member starts with 15 vacation days and 5 flex days to use as needed, plus an extra week of office closure during the end‑of‑year holidays.Dog‑friendly space: Can dogs really make you happy and healthy? We don’t know for sure, but since we don’t want to chance it, our office is 100% floof‑friendly.Award‑winning workplace: As a winner of CB Insights’ Fintech 100, Deloitte Canada’s Technology Fast 50, Forbes Fintech 50, and the CIX Top 10 Growth Award, Relay is a recognized innovative and high‑growth company.You have 2+ years of full sales cycle experience, ideally in fintech or selling to SMBs, accountants, or bookkeepersYou have experience with strategic account-based prospecting and outbound pipeline generationYou 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 forwardYou 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 effectivenessYou are comfortable with a longer, multi‑threaded sale where the win is a partnership and the proof is what happens after closeYou have strong interpersonal skills, a growth mindset, and the adaptability to thrive in a fast‑scaling, evolving environmentYou enjoy collaborating with other departments and mentoring or coaching junior team membersYou take a consultative, discovery-led approach and sell on value rather than technical functionalityYou have experience in fintech, accounting software, or a neobankYou have worked with SMBs in North AmericaYou have sold through a channel, partner, or referral motionYou are proficient in SpanishYou 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 itselfYou seek out feedback: You see directness as respect, not criticism. You actively seek input, sit with hard truths, and use feedback as fuel for improvementYou 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 youYou 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 empoweringYou own your work: You take pride in your work, follow through on commitments, and feel a deep sense of responsibility for outcomes, not just tasksYou 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 familiarSmall businesses are why we’re here: Relay exists to help them thrive — and that mission has to resonate with youYou’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 forwardWe’re looking for people who are relentless, curious, and care deeply about the work. We welcome diverse backgrounds and people who think critically, challenge the status quo, and want to help small businesses thrive
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