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Company

Account Executive

Relay is building an autonomous growth platform to help merchants scale e-commerce. Our suite of software tools allows merchants to automate key revenue generation workflows to drive organic growth and increase profitability.

The Relay ecosystem currently consists of five software businesses that accelerate merchant revenue growth through email marketing automation, user-generated content management, on-page conversion optimization, and bookings management. Relay’s products are established as key tools in the SMB e-commerce revenue generation stack, servicing more than 35K customers globally, collectively generating>$1BN in GMV annually.

Relay is actively building the ecosystem by acquiring commerce enablement tools primarily serving e-commerce merchants on platforms including Shopify, BigCommerce, and Wix. Relay acquires ‘ready to scale’, oftentimes bootstrapped businesses, and invests in people, processes, and products to accelerate the product roadmap and growth. 

The Sales and Customer Success teams are the first line of contact for our customers, and the Account Executive role is the key to finding and converting leads through proactive outreach to guide potential customers to immediate ROI from Relay’s products. Our Account Executives leverage their product and industry expertise to manage proactive outreach and implement lead generation and conversion tactics to increase the percentage of converted high-value customers through our sales funnel. This is a high-volume sales position where you’ll need to listen actively to understand the customer’s needs and offer the appropriate solution in each situation. In doing so, you’ll be presenting our solutions, demonstrating both features and benefits that will lead to benefitting our customers, and thus generating revenue

Primary Responsibilities

  • Conducting “needs analysis” conversations with inbound marketing qualified leads and prospective prospects through outreach.

  • Qualifying inbound leads from marketing campaigns as sales opportunities, contacting potential customers and warm inbound leads through email or any other means of communication.

  • Driving and managing the full sales cycle, including early identification, product pitches/demos, product setup, contract negotiations to close, and hand-off to the Customer Success team to nurture and maintain the relationship after.

  • Delivering revenue objectives as measured by new customer agreements signed, achievement of assigned quota, and support through customer onboarding. You will be responsible for achieving a Monthly Recurring Revenue (MRR) Goal through phone, email, and video engagement.

  • Ensure all qualified customers see an ROI(return on investment).

  • Collaborating with internal stakeholders to communicate customer needs and establish requirements to guide product iterations and support with our product, marketing, and customer success teams.

  • Providing ongoing analysis of the market and competitive dynamics to develop and refine our business development and go-to-market approach

  • Collect customer feedback on the product and work with the product team to ensure that customer needs are addressed in product development.

  • Partner with Customer Success to support customer retention and growth by supporting after-sales to maximize customer loyalty and identify opportunities for upselling and cross-selling.

  • Represent the Relay team and maintain a positive, empathetic tone with customers.

Important Traits for Success

  • Proven track record of meeting or exceeding sales targets

  • Self-motivated and driven to succeed in a fast-paced, target-driven environment

  • Excellent problem-solving and negotiation skills

  • Excellent Communication and presentation skills and a natural ability to build rapport with new leads and customers.

  • Demonstrate Relay’s four Core Values in all professional interactions.

Requirements & Preferred Qualifications

  • 5+ years experience in direct sales with proven success, preferably selling SaaS or E-commerce technologies

  • Proficiency in new business opportunity analysis, including developing and presenting customer proposals

  • Strong interpersonal, communication, account management, and relationship-building skills

  • Proficiency with CRMs such as Hubspot.

  • The AE excels at written and oral communication skills, with the ability to write documentation and interface verbally on video calls with customers and internal teams.

  • Direct industry experience in e-commerce or B2B SaaS; ideally, experience working with SMB customers on Shopify or other e-commerce platforms

  • Working knowledge of today’s top Social media platforms (Instagram, Meta, LinkedIn, X, YouTube, TikTok, etc.)

  • Networking and negotiation skills. You need to be able to influence with integrity.

  • Verbal, written, and interpersonal communication skills

  • Ability to work efficiently and effectively in a remote environment to meet required sales targets

  • Experience and proficiency in using systems like Hubspot, Intercom, Notion, and other tools of the trade, and an enthusiasm to adapt and learn new toolsets as we evolve

  • Additional bonus points for being multilingual (English/German/French/Italian/etc.)

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