Enterprise Account Executive – Northeast Region

About the role

We are seeking a seasoned Enterprise Account Executive to join our Northeast team, based in Midtown Manhattan. This role is responsible for managing and expanding a portfolio of strategic financial services accounts, with a focus on delivering long-term value to highly regulated organizations through enterprise-grade compliance and data governance solutions. As a senior member of the sales organization, you will lead complex, multi-stakeholder engagements and serve as a trusted advisor to clients navigating evolving regulatory, surveillance, and information governance requirements.

Responsibilities

• Own the full enterprise sales lifecycle across a defined set of strategic accounts, from origination through close and expansion
• Drive durable revenue growth by expanding existing client relationships and identifying new opportunities within whitespace accounts
• Develop and execute account strategies that align to clients’ regulatory, compliance, and risk management priorities
• Lead structured discovery and value alignment, positioning solutions in the context of regulatory obligations, operational risk reduction, and total cost of ownership
• Deliver executive-level engagements, including business case development and tailored presentations to senior stakeholders
• Build and maintain strong, multi-threaded relationships across Compliance, Legal, Risk, and IT functions
• Partner closely with Customer Success, Sales Engineering, and Product teams to ensure alignment on client outcomes and successful deployment strategies
• Maintain a high standard of pipeline management and forecast accuracy within Salesforce
• Represent the organization at industry conferences, regulatory forums, and client briefings
• Apply established enterprise sales methodologies (e.g., MEDDPICC, Challenger) to drive deal rigor and predictability

Requirements

7+ years of enterprise SaaS sales experience, with a consistent record of quota attainment in complex, regulated environments

Demonstrated success selling into financial services institutions, including global banks, broker-dealers, asset managers, hedge funds, and fintech organizations

Strong understanding of the regulatory landscape impacting electronic communications, recordkeeping, and surveillance (e.g., SEC, FINRA, FCA requirements)

Proven ability to navigate long, consensus-driven sales cycles involving multiple senior stakeholders

Consultative, solutions-oriented approach with strong commercial acumen

Executive presence and the ability to engage credibly at the C-level

Experience with Salesforce and structured sales processes

NYC metro area, with an expectation of regular in-office collaboration in Midtown Manhattan

Willingness to travel across the Northeast and attend industry events (20%)

Qualifications

Experience selling communications archiving, compliance, eDiscovery, or surveillance platforms

Familiarity with enterprise sales frameworks such as MEDDPICC

Existing relationships within key financial services institutions in the Northeast

Experience operating within a pod-based go-to-market structure

Skills

Disciplined, methodical approach to enterprise selling

Ability to align technical solutions to business and regulatory outcomes

Benefits

Comprehensive health benefits program, including extended health coverage and short-term / long-term disability insurance

Annual allotted vacation days, which increase based on tenure

Paid sick days

Maternity/parental leave enhanced program

Commuter benefits

Corporate bonuses

401(k)-retirement plan with company contribution matching

This role is also eligible for a commission structure

Additional perks and amenities for employees based at our New York office, including a subsidized meal program courtesy of our in-house culinary team!

Pay

Base salary range: $150,000 USD - $180,000 USD

Compensation: 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. We aim to foster an inspiring work environment and support employees' work-life rhythms.