Edtech.com's Summary

Relias is hiring a Regional Account Executive, SMB. The role brings in new small and medium-sized business customers within an assigned territory, handling the full sales cycle from prospecting through negotiation and close. The executive works a higher-velocity sales cycle, using discovery conversations and demonstrations to connect Relias solutions to each customer's priorities.

Highlights

Develop and execute a territory plan that prioritizes market opportunity and target accounts in order to hit assigned bookings goals.
Generate self-sourced pipeline through prospecting, referrals, events, partner channels, and coordinated campaigns, and keep account, contact, activity, and opportunity data accurate in Salesforce.
Run discovery to uncover customer needs, business impact, decision criteria, stakeholders, timeline, and budget, then position Relias solutions with demonstrations, business cases, and value-based recommendations.
Advance opportunities using the established sales process and qualification methodology, securing clear customer commitments and next steps.
Develop proposals and lead pricing, negotiation, and contracting within approval requirements, flagging deal risks early to leadership or specialists.
Maintain evidence-based opportunity stages, close dates, risks, and forecast calls, and hand each new customer off accurately after the sale.
Coordinate with Sales Development, Marketing, Solutions Consulting, Customer Success, Legal, Finance, and Revenue Operations to improve the customer experience.
Requires 2+ years of quota-carrying B2B SaaS or technology sales with responsibility for new customer acquisition, Salesforce or comparable CRM experience, and a bachelor's degree or equivalent combined education and experience.
Preferred experience selling into healthcare, human services, post-acute care, or another regulated market, and with MEDDPICC or a comparable qualification methodology.
Hybrid role that requires living in North Carolina within about an hour of the Morrisville headquarters, with roughly 30 days per quarter in the office and up to 25% travel.

Regional Account Executive, SMB Full Description

WHAT CAN RELIAS OFFER YOU?

Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
Active Employee Resource Groups open to all employees!
Comprehensive onboarding program – a great introduction to our company, customers and culture!
Growth and career advancement opportunities!
Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
Professional development gained from conference attendance and participation in organizations like NC Tech
Onsite 321 Coffee Shop providing free coffee and pastries to employees

Job Description

The Regional Account Executive, SMB is a quota-carrying sales professional responsible for acquiring new small and medium-sized business customers within an assigned territory. The role builds pipeline, conducts consultative discovery, connects Relias solutions to customer priorities, and manages the full sales cycle from prospecting through negotiation and close. Success requires disciplined territory execution, consistent CRM practices, value-based selling, and effective partnership across the revenue organization.

WHAT YOU’LL BE DOING:

Territory and Pipeline Development

Develop and execute a territory plan that prioritizes market opportunity, target accounts, pipeline creation, and attainment of assigned bookings goals.
Generate self-sourced pipeline through disciplined prospecting, referrals, events, partner channels, and coordinated campaigns.
Maintain sufficient pipeline coverage and accurate account, contact, activity, and opportunity data in Salesforce.

Consultative Sales Execution

Lead discovery that identifies customer needs, business impact, decision criteria, stakeholders, timeline, and budget.
Position Relias solutions through relevant demonstrations, business cases, and value-based recommendations.
Use the established sales process and qualification methodology to advance opportunities with clear customer commitments and next steps.

Commercial and Forecast Discipline

Develop proposals and lead pricing, negotiation, and contracting in accordance with approval requirements.
Maintain evidence-based opportunity stages, close dates, risks, and forecast calls.
Identify deal risks early and engage leadership or specialists appropriately.

Customer and Cross-Functional Partnership

Coordinate with Sales Development, Marketing, Solutions Consulting, Customer Success, Legal, Finance, and Revenue Operations to improve customer experience and execution.
Ensure clear and accurate handoffs following sale.

Continuous Learning and Technology Adoption

Build product, industry, competitive, and commercial knowledge through ongoing learning and coaching.
Use approved AI, CRM, sales-engagement, and revenue-intelligence tools to improve research, preparation, productivity, and execution while applying sound judgment.

Qualifications

YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

2+ years of quota-carrying B2B SaaS or technology sales experience with responsibility for new customer acquisition.
Demonstrated success building pipeline and managing a full sales cycle.
Experience using Salesforce or a comparable CRM and a defined sales methodology.
Knowledge of B2B SaaS selling, territory planning, pipeline creation, qualification, discovery, value articulation, negotiation, and closing.
Ability to manage a higher-velocity sales cycle while maintaining customer focus, process discipline, and data quality.
Ability to communicate with business and operational stakeholders and translate needs into relevant solution value.
Skill in prioritization, objection handling, commercial judgment, and accurate forecasting.
Bachelor’s degree or an equivalent combination of relevant education and professional experience.
The ability to travel up to ~25%

IT WOULD BE NICE TO HAVE:

Experience selling into healthcare, human services, post-acute care, or another regulated market.
Experience with MEDDPICC or a comparable qualification methodology.
Experience using sales-engagement, conversation-intelligence, and approved AI productivity tools.

Additional Information

IN OFFICE REQUIREMENT:

Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters (close to the Raleigh/Durham airport) approximately 30 days/quarter.

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process. If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions.

All your information will be kept confidential according to EEO guidelines.

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