Senior Account Executive – Healthcare & Life Sciences

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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:

Join Global Relay, a leading provider of compliance software solutions, as we embark on an exciting journey to expand our footprint in the healthcare and life sciences industry. We're seeking a seasoned Senior Account Executive to drive sales growth and establish strong relationships with key decision-makers in this critical sector.

Our cutting-edge compliance software solutions are designed to help healthcare organizations and life sciences companies maintain regulatory compliance, ensure data security, and optimize legal and compliance operations. With a strong focus on archiving and surveillance needs, our solutions address the complex challenges of HIPAA, FDA regulations, and other industry-specific requirements. As a Senior Account Executive, you will play a critical role in identifying and addressing the unique needs of these organizations, demonstrating the value of our solutions, and guiding them through the sales process.

The ideal candidate will have a proven track record in software sales, specifically in compliance-related solutions, and a strong understanding of the regulatory landscape within healthcare and life sciences. You will work closely with prospects to identify their unique needs, demonstrate the value of our solutions, and guide them through the sales process from initial engagement to closing.

Your responsibilities:

• Sales & Business Development:

• Prospect, identify, and target new business opportunities in the healthcare and life sciences verticals with a focus on compliance-related archiving and surveillance solutions.
• Develop and execute strategic sales plans to meet or exceed annual revenue targets.
• Lead the full sales cycle, including prospecting, needs assessment, product demonstrations, proposal development, negotiations, and closing deals.

• Consultative Selling & Solution Design:

• Conduct in-depth needs assessments with prospective clients to understand their challenges related to data archiving, eDiscovery, surveillance, and regulatory compliance.
• Provide expert consultation on how our software solutions can address their specific compliance requirements, streamline workflows, and mitigate risk.
• Build and maintain strong, long-term relationships with key decision-makers at healthcare organizations and life sciences companies.

• Industry Knowledge & Regulatory Expertise:

• Stay informed about the latest industry trends, regulations, and compliance standards (e.g., HIPAA, FDA regulations, 21 CFR Part 11, GxP, GDPR, DOJ) affecting the healthcare and life sciences sectors.
• Use your knowledge of the healthcare and life sciences industries to clearly articulate the benefits and value of compliance-focused archiving and surveillance solutions.

• Collaboration & Reporting:

• Collaborate with cross-functional teams, including marketing, customer success, and revenue operations, to align on sales strategies and customer needs.
• Provide regular updates on sales progress, pipeline status, customer feedback, and market trends to management.
• Maintain accurate and timely records of all sales activities, opportunities, and customer interactions in our Salesforce CRM tool.

About you:

• 7-10+ years of experience in sales, with a strong focus on compliance software solutions, preferably in the healthcare and life sciences industries.
• Experience with archiving, surveillance, or compliance-related software solutions is preferred.
• Exceptional consultative selling skills, with the ability to understand complex customer requirements and translate them into tailored software solutions.
• Strong understanding of regulatory compliance and guidance in the healthcare and life sciences sectors (e.g., HIPAA, FDA, 21 CFR Part 11, DOJ ECCP).
• Bachelor’s degree in Business, Life Sciences, Healthcare Administration, Computer Science, Risk Management, or a related field.
• Knowledge of Salesforce, Zoom Info, LinkedIn Sales Navigator, and Demandbase are preferred.
• Strong communication, presentation, and negotiation skills.
• Ability to build relationships with C-level executives, IT professionals, Legal, and Compliance officers.
• Self-starter with a goal-oriented mindset and the ability to thrive in a fast-paced, target-driven environment.

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—$200,000 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 www.globalrelay.com.