Senior Account Executive - Healthcare & Life Sciences

About the role

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 Global Relay is building a dominant position in one of the most complex and high-stakes markets: healthcare and life sciences compliance technology . We are hiring a Senior Account Executive to lead strategic sales across large health systems, pharmaceutical companies, biotech organizations, and CROs. This is a true enterprise selling role -focused on solving mission-critical challenges tied to regulatory risk, data governance, and communications oversight. You will engage senior leaders across Legal, Compliance, Risk, IT, and Security to modernize how organizations manage regulated communications and defend against increasing scrutiny from regulators and auditors. This role is designed for a seller who thrives in long-cycle, high-value, multi-stakeholder environments and is motivated by closing deals that materially impact how global organizations operate.

Responsibilities

• Enterprise Sales Execution
• Own and grow a named territory of strategic healthcare and life sciences accounts
• Drive both net-new logo acquisition and expansion within complex organizations
• Lead full enterprise sales cycles (typically 6-18+ months) from initial engagement through close
• Consistently deliver against high six-figure to multi-million-dollar quotas
• Executive Engagement & Deal Strategy
• Build and maintain relationships with C-suite and senior stakeholders across Compliance, Legal, IT, Risk, and Security
• Navigate complex procurement, legal, and security review processes
• Develop and lead account strategies that align to customer business priorities and regulatory pressures
• Create compelling business cases tied to risk reduction, audit readiness, and operational efficiency
• Consultative, Value-Based Selling
• Diagnose customer challenges across eDiscovery, communications surveillance, and data retention
• Translate complex regulatory frameworks into clear business value
• Partner with Solutions Engineering to deliver tailored, high-impact demos and proposals
• Position Global Relay as a strategic compliance partner , not just a technology vendor
• Industry & Regulatory Expertise
• Maintain a strong point of view on evolving regulatory requirements across healthcare and life sciences
• Align solutions to frameworks such as HIPAA, FDA regulations (21 CFR Part 11), GxP, GDPR, and DOJ ECCP expectations
• Act as a trusted advisor to customers navigating increasing regulatory scrutiny
• What Sets You Apart
• Proven Enterprise Sales Performance
• 7-10+ years of SaaS sales experience, ideally in compliance, governance, risk, or security
• Track record of closing complex enterprise deals ($500K-$1M+)
• Experience managing long, multi-threaded sales cycles with multiple decision-makers
• Consistent quota attainment in high-performance environments
• Healthcare & Life Sciences Expertise
• Experience selling into healthcare providers, pharma, biotech, or CROs
• Understanding of regulatory and operational dynamics in highly regulated industries
• Ability to connect technology solutions to compliance outcomes and business risk
• Executive Presence & Influence
• Confidence engaging and influencing C-level stakeholders
• Strong storytelling and negotiation skills
• Structured, disciplined approach to account planning and forecasting
• Tools & Environment
• Sales stack includes Salesforce, LinkedIn Sales Navigator, ZoomInfo, and Demandbase
• Highly collaborative environment across Sales, Solutions Engineering, Marketing, and Customer Success
• In-office culture in New York City designed for high performance, alignment, and rapid execution
• Why Global Relay
• Sell into industries where compliance is non-negotiable and mission-critical
• Win complex deals that have real organizational impact
• Partner with a company known for product depth, reliability, and regulatory credibility
• Be part of a team building a long-term leadership position in healthcare and life sciences

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