Enterprise Account Executive – Northeast Region

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.

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.

• 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

• 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
• Experien…