Enterprise Account Executive – Northeast Region
About the role
Global Relay is seeking a driven and consultative Enterprise Account Executive to join our Northeast sales team. Based in Midtown Manhattan, this high-impact, quota-carrying role involves owning a targeted portfolio of named enterprise accounts, expanding existing customer relationships, and pursuing new business opportunities.
Responsibilities
- Own the full sales cycle from prospecting through close across a named territory of enterprise accounts
- Deepen relationships and drive upsell/cross-sell opportunities within assigned Global Relay customers
- Identify and close net-new logos by developing outreach strategies and leveraging your network
- Conduct discovery, present tailored value propositions, and lead product demonstrations with support from presales
- Build strong multi-threaded relationships at the VP and C-level, especially within Compliance, IT, Legal, and Risk teams
- Collaborate with your Sales VP and pod team (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 key industry events, compliance roundtables, and client briefings to stay informed and visible in the market
- Apply structured sales methodologies like MEDDIC to qualify and advance opportunities
Requirements
- 3-7 years of B2B SaaS sales experience, with a proven track record of quota achievement in enterprise or complex solution sales
- Experience selling into regulated industries, especially financial services (banks, broker-dealers, PE, hedge funds, fintechs)
- Comfortable with long sales cycles and consensus-based buying processes involving compliance, legal, and IT stakeholders
- Consultative, curious, and commercially sharp—you know how to translate problems into value and urgency
- Strong presentation and communication skills, with executive presence and storytelling ability
- Familiarity with Salesforce and modern sales tools
- Self-starter with high integrity and an ownership mindset—you take pride in your book of business and how you run it
- NY Metro; must be comfortable with in-office collaboration
- Flexibility with some regional travel within the Northeast and to company or industry events (20%)
Qualifications
- Experience selling archiving, compliance, eDiscovery, or surveillance solutions
- Familiarity with MEDDPICC, Challenger, or similar sales methodologies
- Network within key financial hubs in the Northeast (NYC, Boston, Philadelphia, etc.)
- Experience working with a pod-based go-to-market structure (Sales + CSM + SE alignment)
Skills
- Strategic thinking and problem-solving
- Customer relationship management
- Product knowledge and demonstration skills
- Consensus building and negotiation
- Market research and analysis
Benefits
- Comprehensive health benefits program
- Short-term / long-term disability insurance
- Annual allotted vacation days, increasing based on tenure
- Paid sick days
- Maternity/parental leave enhanced program
- Commute benefits
- 401(k)-retirement plan with company contribution matching
- Commission structure for employees at the New York office
- Subsidized meal program provided by the in-house culinary team
Pay
Global Relay advertises the pay range for this role in compliance with applicable pay transparency laws. Individual pay rates are determined by evaluating factors such as expertise, skills, education, and professional background. The range below reflects the expected annual base salary, which is only one element of our comprehensive total rewards package designed to reflect our company pay philosophy, culture, and values.