Account Executive

About Relay Commerce: Relay Commerce is a group of talented and seasoned SaaS operators building the best environment to grow B2B SaaS companies. We’re acquiring bootstrapped e-commerce software tools from exceptional founders with the goal of accelerating growth through investments in people, processes, and infrastructure. Relay acquires businesses directly from founders and transitions the day-to-day business management to one of Relay’s Portfolio CEOs. At Relay, we believe sales and customer success are critical and primary drivers of customer growth and product insights.

About the Role:

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 in order 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 providing after-sales support 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.)