Account Executive (Accounting & Bookkeeping)

Join Relay, a fast-growing fintech company, as an Account Executive in the Accounting & Bookkeeping channel. In this partnership sales role, you will build relationships with accounting and bookkeeping firms, driving referrals to Relay and making a significant impact on small businesses across North America. You will own the full sales cycle, conduct consultative discovery, and enable partner readiness. This position offers a competitive salary, equity, comprehensive health benefits, a hybrid work environment, and opportunities for personal and professional growth.

• Own the full sales cycle for new Accounting & Bookkeeping 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.
• Prospect your own pipeline into target firms using account-based research and outbound, alongside BDR support.

• 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 have experience with strategic account-based prospecting and outbound pipeline generation
• 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
• You have 2+ years of full sales cycle experience, ideally in fintech or selling to SMBs, accountants, or bookkeepers
• You are comfortable with a longer, multi-threaded sale where the win is a partnership and the proof is what happens after close
• 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 take a consultative, discovery-led approach and sell on value rather than technical functionality
• You have sold through a channel, partner, or referral motion
• You have worked with SMBs in North America
• You are proficient in Spanish
• You have experience in fintech, accounting software, or a neobank
• 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
• Small businesses are why we're here: Relay exists to help them thrive -- and that mission has to resonate with you
• 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 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 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 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 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
• 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
• 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