Account Executive – Accounting & Bookkeeping Partnerships

About the role

Relay is seeking an Account Executive to grow its Accounting & Bookkeeping channel by partnering with accounting and bookkeeping firms. This partnership sales role focuses on building long‑term relationships that bring Relay to dozens of small‑business clients through trusted advisors.

Key responsibilities

• Own the full sales cycle for new AB partnerships, from discovery to signed pilot agreements.
• Conduct consultative discovery with firm owners to understand their practice and position Relay as a solution.
• Build mutual action plans that drive early client referrals and activation.
• Enable partner readiness by providing tools and training for onboarding Relay to their clients.
• Prospect target firms using account‑based research and outbound outreach, supported by BDRs.
• Hand off activated partners to Account Management with detailed context.
• Collaborate cross‑functionally with Business Development, Marketing, Risk, Customer Experience, Revenue Operations, and Sales Enablement.

Required profile

• 2+ years of full‑cycle sales experience, preferably in fintech or selling to SMBs, accountants, or bookkeepers.
• Consultative, discovery‑led approach with a focus on value‑based selling.
• Experience in strategic account‑based prospecting and outbound pipeline generation.
• Comfortable with multi‑threaded, partnership‑focused sales cycles.
• Willingness to travel for conferences and firm visits.

Required skills

• Proficiency with CRM and sales tools such as Salesforce, Outreach, and ZoomInfo.
• Familiarity with accounting software ecosystems including QuickBooks Online, Xero, and Gusto.
• Ability to leverage AI tools to improve prospecting efficiency and personalize outreach.