Enterprise Account Executive - Northeast Region

Job Description

Job Description

Who we are:

For over 25 years, Global Relay has set the standard in enterprise information archiving with industry-leading cloud archiving, surveillance, eDiscovery, and analytics solutions. We securely capture and preserve the communications data of the world's most highly regulated firms, giving them greater visibility and control over their information and ensuring compliance with stringent regulations.

Though we offer competitive compensation and benefits and all the other perks one would expect from an established company, we are not your typical technology company. Global Relay is a career-building company. A place for big ideas. New challenges. Groundbreaking innovation. It's a place where you can genuinely make an impact – and be recognized for it.

We believe great businesses thrive on diversity, inclusion, and the contributions of all employees. To that end, we recruit candidates from different backgrounds and foster a work environment that encourages employees to collaborate and learn from each other, completely free of barriers.

Your 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. Success in this role requires a disciplined, methodical approach to enterprise selling, combined with the ability to align technical solutions to business and regulatory outcomes.

Your job:

• 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

About you:

• 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%)

Nice to haves:

• 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

 

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. We provide a comprehensive health benefits program, including extended health coverage, and short-term / long-term disability insurance. Employees receive annual allotted vacation days, which increase based on tenure. Other benefits include paid sick days, maternity/parental leave enhanced program, commuter benefits, and a 401(k)-retirement plan with company contribution matching. This role is also eligible for a commission structure .

For employees at our New York office, we provide additional perks and amenities to enhance your work experience including a subsidized meal program, courtesy of our in-house culinary team!

Base salary

$150,000—$180,000 USD

What you can expect:

At Global Relay, there's no ceiling to what you can achieve. It's the land of opportunity for the energetic, the intelligent, the driven. You'll receive the mentoring, coaching, and support you need to reach your career goals. You'll be part of a culture that breeds creativity and rewards perseverance and hard work. And you'll be working alongside smart, talented individuals from diverse backgrounds, with complementary knowledge and skills.

Global Relay is an equal-opportunity employer committed to diversity, equity, and inclusion.

We seek to ensure reasonable adjustments, accommodations, and personal time are tailored to meet the unique needs of every individual.

To learn more about our business, culture, and community involvement, visit