Account Executive

An Account Executive at Relay in Vancouver, BC, is responsible for managing the full sales cycle, which includes new business acquisition and building lasting relationships with small business owners. This role focuses on understanding the unique needs of clients and delivering tailored financial solutions using a consultative sales approach.

To apply for the Account Executive position at Relay, candidates should have at least 2 years of full sales cycle experience, ideally within the fintech or accounting sectors. A consultative sales approach and proficiency in CRM software are also essential, along with strong interpersonal skills and the ability to adapt to constant changes.

Relay fosters a supportive and dynamic company culture for Account Executives. The environment values collaboration, personal growth, and meaningful connections, with opportunities for team bonding and ongoing mentorship. Additionally, Relay prioritizes diversity and inclusion, making it a welcoming workplace for all.

Relay supports the professional growth of Account Executives through ongoing feedback, mentorship, and coaching from peers and leaders. The company encourages taking initiative and risks, creating an environment where team members can learn and develop their skills effectively.

Working as an Account Executive at Relay comes with numerous benefits such as a competitive salary, equity ownership, comprehensive health benefits, flexible vacation policies, parental leave with salary top-up, and a hybrid work environment that promotes work-life balance. Additionally, team members enjoy a dog-friendly office and social connection opportunities.

The interview process for the Account Executive role at Relay involves several stages, including a Google Meets video call with the Talent team, a session with the Director of Sales, a take-home case study presentation, and a final interview with a Leadership team member. This thorough process ensures candidates align with Relay's values and mission.

Relay is committed to diversity and inclusivity within their teams, aiming to create a welcoming environment for individuals of diverse backgrounds. They are an equal-opportunity employer and provide accommodations during the hiring process, encouraging applicants from all walks of life to apply for the Account Executive position.

When describing your sales process as an Account Executive, start by outlining how you identify potential leads, engage them through the initial outreach, and develop relationships. Discuss your consultative approach, where you assess each client's needs, articulate the value of your solutions, and guide them through the decision-making process, culminating in closing the sale.

Handling objections involves actively listening to the client's concerns and providing thoughtful responses. Share examples where you've effectively addressed client objections by validating their concerns, offering relevant information or case studies, and demonstrating how your solution aligns with their needs, ultimately easing their reservations.

To maintain client relationships, it's essential to consistently communicate and provide value post-sale. Discuss your approach, such as scheduled check-ins, sending industry insights, or offering additional resources. Emphasize your ability to foster trust by being responsive and approachable, ensuring that clients feel supported throughout their journey.

Prioritizing sales leads can be done by analyzing potential value, urgency, and fit for your offerings. Talk about developing a scoring system or CRM tags to categorize leads, along with how you focus on high-priority candidates that align with company goals, making sure to balance immediate needs with long-term growth.

Demonstrate your knowledge of Relay by talking about its mission to enhance small business success through an all-in-one collaborative money management platform. Familiarize yourself with specific features of the platform, how it addresses pain points faced by SMBs, and highlight its human-centric approach that focuses on delivering tailored solutions.

When asked to describe a time you exceeded sales targets, provide a detailed account focusing on your strategy, execution, and the impact of your effort. Discuss the steps you took to understand the client's needs, how you customized your approach, and emphasize the results achieved due to your proactive efforts and persistence.

Adapting to changes in sales strategies or tools requires a flexible mindset and willingness to learn. Share your approach to embracing new tools, mentioning any relevant experiences where you've quickly adapted to new software or strategies, collaborated with team members, and effectively integrated changes into your sales routine.

Teamwork plays an integral role in a successful sales approach. Discuss how you collaborate with different internal departments like marketing and customer success, share leads, and strategize collectively to improve the sales process. Highlight the importance of sharing best practices and learning from each other within the sales team.

When asked why you want to work for Relay, reflect on the company's commitment to empowering small businesses, their innovative solutions, and the collaborative culture. Tie in your passion for helping SMBs with your experience and how their values resonate with your personal and professional goals.

Measuring sales success involves more than just meeting quotas. Discuss the metrics you track, such as lead conversion rates, sales cycle duration, and customer satisfaction post-sale. Emphasize your holistic approach towards understanding both short-term results and long-term client relationships, and how this perspective shapes your strategies.