Current openings at Relay

Enterprise Account Executive - Industrial Segment Relay is a Raleigh, NC based cloud-based technology platform that helps frontline teams improve communications, increase employee safety, and improve their productivity. Software has not yet transformed the frontline world, and we're on a mission to change that. Relay helps frontline teams digitally transform their operations with the modern tools which supports actionable real-time data needed to track performance and improve their operations. We’ve experienced tremendous growth in our 5 years as a B2B company, and continue to expand our Raleigh, NC based team as a result! The ideal candidate for this role has deep subject matter expertise in the industrial and manufacturing arena. Why Join Relay? Join us as one of our founding Enterprise AEs, helping us make a true impact on one of the fastest growing verticals for Relay with a massive greenfield opportunity  Make a Tangible Impact: Our platform directly enhances the lives of frontline workers, improving their responsiveness to customers (72%) and overall efficiency (77%). We've already facilitated over 2.5 billion messages and supported countless deskless workers. Be Part of a Winning Team:  We're not just growing - we're recognized as a leader in our field. Relay has been honored by Inc. 5000, Deloitte 500, and NC Tech, and we've achieved over 40% YoY revenue growth for two consecutive years. Thrive in a World-Class Environment: Our Raleigh campus boasts a fitness center, outdoor sports courts, a cafeteria, and modern workspaces designed to inspire collaboration and innovation. Embrace a Vibrant Culture: With over 200 team members, we've cultivated a culture of empowerment and engagement, where every employee is encouraged to do their best work. Invest in Your Future: Our comprehensive benefits package prioritizes work/life integration and supports your personal and professional development. If you're passionate about technology sales, looking to align your work to a bigger mission, and excited to join a company that's shaping the future of frontline work, we encourage you to explore opportunities at Relay! Responsibilities and impact: Drive Significant Revenue Growth: You will be directly responsible for achieving and exceeding sales targets within the Industrial vertical, contributing significantly to the company's overall revenue objectives. Strategic Account Selling: Develop and execute strategic account plans for key enterprise clients in the Industrial sector, focusing on building long-term, mutually beneficial partnerships. Identify and Qualify Opportunities: Proactively identify and qualify new enterprise sales opportunities within the Industrial market, understanding their unique business challenges and aligning our solutions to address them. Solution Selling Expertise: Effectively articulate the value proposition of our offerings to executives and key stakeholders within Industrial organizations, demonstrating a deep understanding of their industry and technology landscape. Pipeline Management: Maintain a robust and accurate sales pipeline, diligently tracking progress and providing regular forecasts to sales leadership. Collaboration and Teamwork: Work closely with internal teams, including SolutionsEngineering, Product Management, and Customer Success, to ensure seamless customer experiences and successful solution deployments. Industry Acumen: Stay abreast of industry trends, competitive landscape, and emerging technologies within the Industrial sector to identify new opportunities and maintain a position as a trusted advisor. Requirements: Proven Sales Experience: A minimum of 5-7+ years of successful enterprise sales experience, with a strong track record of exceeding sales targets. Industrial Vertical Expertise: Demonstrated success selling into the Industrial sector (e.g., manufacturing, energy, warehousing, etc.) is highly preferred. Software Sales Acumen: Experience selling software solutions to enterprise clients is strongly preferred. Hunter and Farmer Mentality: A strong drive to prospect and acquire new enterprise accounts while also nurturing and growing relationships with existing clients. Executive Presence: Ability to confidently and effectively communicate with C-level executives and senior management within large Industrial organizations. Solution Selling Skills: Proven ability to understand complex business challenges and articulate the value of technology solutions in addressing those challenges. Strong Negotiation and Closing Skills: Excellent negotiation, presentation, and closing skills with a proven ability to navigate complex enterprise deals. Technical Aptitude: A strong understanding of technology and the ability to learn and articulate the technical aspects of our solutions. Excellent Communication and Interpersonal Skills: Exceptional written and verbal communication, presentation, and interpersonal skills. Bachelor's Degree: A Bachelor's degree in a related field (Business, Engineering, etc.) is preferred. Travel: Ability to travel up to 50% within North America required.  About Relay | Culture, Benefits & Perks Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork, where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life). At Relay, we offer: 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents Generous Paid Time Off 401(k) Savings Plan + Company Match Baby Cash Reward + Paid Parental Leave Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling Team Events & Culture: From company celebrations to team outings, we work hard and have fun doing it. Latest tech, standing desks, and all the tools and software you need to thrive The future of frontline work is being built here. Come build it with us. We can’t wait to hear from you. ​

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has often left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren't just selling radios, we’re building the digital foundation for the 80% of the global workforce that doesn't work at a desk. Why Join Relay? A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact. High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation. Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth. World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones. The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day. Now, here’s what we’re building, and where you come in. We are seeking a Senior Director of Sales to serve as the primary architect and leader of our Industrial motion. This is a "builder and scaler" role for a leader who has previously built high-growth sales organizations from the ground up.  Reporting directly to the VP of Sales, you will be responsible for the growth, development, and strategy of the entire Industrial vertical/sector within Relay. You will manage a team of Sales Directors and hold ultimate accountability for the velocity and health of our market expansion. Key Responsibilities: Enterprise Motion Engineering & GTM Strategy Distill elite-level enterprise expertise into a formal, repeatable sales motion. Transition from "lead-by-example" to "lead-by-system," ensuring individual closing intuition is codified into team-wide institutional knowledge. Act as the executive sponsor and strategic closer for high-stakes, market-defining pursuits. Directly spearhead the penetration of flagship industrial accounts to secure "lighthouse" partnerships that establish market dominance. Engineer specialized playbooks tailored to the nuances of the physical economy. Refine procurement and operational strategies to circumvent legacy hurdles, accelerating time-to-value within complex industrial landscapes. Team Architecture & People Strategy  Design and execute the organizational structure for the Industrial sales team, moving from initial pods to a full-scale department. Manage, coach, and develop a team of Sales Directors, ensuring they are effectively leading their respective AEs. Own the people strategy—hiring, onboarding, and continuous professional development—to ensure we have the best "players" in the industry. Industrial Market Strategy & Playbook Design Develop and codify the "Relay Industrial Playbook," including repeatable processes for Trials/POCs, MSA negotiations, and enterprise procurement. Identify bottlenecks in the sales cycle and implement strategies to increase deal velocity and win rates across all industrial segments (Auto, Steel, Food & Bev, Logistics). Stay ahead of industrial trends to help Directors refine their specific segment strategies. Cross-Functional Ecosystem & Roadmap Influence Act as the primary bridge between the field and internal stakeholders (Product, Engineering, Marketing). Based on high-level sales feedback, maintain a strong POV on the product roadmap to ensure Relay remains the leader in frontline AI technology. Ensure seamless internal synchronization between BD, Account Management, and Operations to support massive multi-site deployments. Who You Are: A Proven Builder: You have a track record of building and scaling sales teams from $10M to $50M+ ARR in the Industrial or Manufacturing space, within an Industrial-focused SaaS or IoT environment. A Second-Line Leader: You have 3+ years of experience directly managing other managers (Managers, Directors) and understand how to drive results through others. An Industrial Expert: Deep expertise in the "Physical Economy"—you understand the nuances of plant operations, industrial procurement, and long-term enterprise partnerships. Process Obsessed: You don’t just "sell," you build systems. You have expertise in MSA processes, POC-to-Production conversions, and CRM hygiene. Requirements: Experience: 5+ years of Sales leadership, with specific experience (3+ years) as a second-line leader in an Industrial-focused SaaS or IoT environment. Travel: Ability to travel up to 40% to engage with key customers and support field teams. Education: Bachelor’s degree required; MBA or equivalent experience preferred. About Relay | Culture, Benefits & Perks Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork, where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life). At Relay, we offer: 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents Generous Paid Time Off 401(k) Savings Plan + Company Match Baby Cash Reward + Paid Parental Leave Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling Team Events & Culture: From company celebrations to team outings, we work hard and have fun doing it. Latest tech, standing desks, and all the tools and software you need to thrive The future of frontline work is being built here. Come build it with us. We can’t wait to hear from you.  

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has often left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren't just selling radios, we’re building the digital foundation for the 80% of the global workforce that doesn't work at a desk. Why Join Relay? A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact. High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation. Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth. World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones. The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day. Now, here’s what we’re building, and where you come in.   This is a hybrid role based in our Raleigh, NC headquarters, requiring 3 days per week in the company office (Monday - Friday).  This role is anticipated to have travel requirements up to 40%.  Role Overview As an Enterprise Customer Success Manager (Hunter), you are the strategic "break-in" specialist for Relay’s most ambitious target accounts. You own the critical "0-to-1" stage of our Enterprise Multi-Site revenue motion. Your mission is to navigate the disconnect in frontline technology, proving that Relay is not just a radio replacement, but a vital technology solution that unlocks expanded value, from real-time translation and smart communication applications to critical safety features. This role requires a true chameleon. One day, you are deep in the trenches on a loud production line or a bustling hospital floor, earning the trust of frontline operators through deep workflow empathy. The next day, you are in a corporate boardroom, translating that "boots on the ground" reality into a sophisticated ROI narrative for senior leadership. You own the narrative control of performance, navigating technical hurdles and manufacturing the site-level success required to unlock six figure+ corporate decisions. Why this role? Relay is at a transformative inflection point. As an Enterprise CSM (Hunter), you are the tip of the spear for our expansion into new segments like automotive manufacturing, steel recycling, and healthcare. You aren't just following a static script; you are responsible for customizing the playbook for each unique Enterprise target to achieve the strategic advances we need. You will have the opportunity to define "what good looks like" in untapped markets, building momentum within target accounts with a deep understanding of site level success and broader Enterprise value and growth opportunity.  If you are a high-velocity "Hunter" who loves the thrill of the "break-in," the challenge of organizational mapping, and the chance to directly shape a high-growth GTM strategy, this role offers unparalleled impact and visibility. Primary Responsibilities Enterprise "Headpin" Mastery: Lead the end-to-end execution of high-impact site deployments within target named accounts. You own the site-level experience, ensuring "Time-to-Value" is immediate and that every hurdle, technical, behavioral, or change management related, is cleared to manufacture a successful outcome. Establish the success criteria per proof of concept/pilot based on the Enterprise strategy and target value proposition.  Orchestrate and progress all key milestones, ensuring highly proactive awareness of all performance indicators (positive or negative), leading internal escalation through to resolution, to successfully manufacture positive success stories at the site-level. Organizational Mapping & Strategic Discovery: Expertly map the broad stakeholder landscape of an enterprise, from the line supervisor to regional leadership. You gather the market intelligence and "corporate leverage points" required to set the strategy for long-term account scaling. Manufacturing Revenue Momentum: Use early success in 1-2 locations to "work the org map." You forge the credibility and trust needed to demonstrate Relay’s value, and earn initial introductions and access to the broader organization progressing “bottoms-up” growth.   Cross-Functional Advocacy: Your command over the experiences of headpin sites, is essential in conveying your ground-level learnings that directly shape our product roadmap and broader Go-To-Market strategy, ensuring we balance revenue growth with product readiness. You lead the site level success, overcoming hurdles in your way, through partnership & collaboration with cross-functional counterparts in Tech Support, Product & Solutions Engineering. You collaborate with Sales & Marketing on account strategy and case study development to position site-level success within the broader enterprise organization. Proactive Field Presence: You define "proactive." When opportunity strikes, you are there. Whether it’s a meeting at a local facility with 3 days notice or a week-long immersion in a new plant, you are willing to jump on a flight to hover over pilots and lead successful outcomes. Matrix Org Enablement: You are responsible for leading continued site success post initial site(s) conversion, particularly during the critical early stages of an Enterprise Multi-Site account strategy. This entails full life-cycle management of "headpin" sites, ensuring they remain healthy, high-utilization reference points that serve as the catalyst for broader expansion. You own the seamless "overlap-to-handoff" to Sales and CS reps, ensuring no detail is missed for the team that will scale & farm the logo once Enterprise leverage has been established. Required Qualifications Experience: 5+ years of experience in Customer Success, Account Management, or Sales, with a proven track record of managing complex, multi-site B2B accounts through a "Bottoms-Up, Tops-Down" motion. Intellectual Curiosity & Self-Starter Mentality: You are a natural-born leader & learner who leverages AI to teach yourself the nuances of new industry segments quickly. You thrive in ambiguity and create success where a playbook might not yet exist. The "Chameleon" Skillset: Ability to adapt your tactics and communication style to achieve desired advances across a multitude of stakeholders, from production line workers to C-suite executives. Technical & Workflow Acumen: Curiosity and capability to master a sophisticated hardware+software platform. You must be able to articulate Relay’s advantages over legacy incumbents in terms of safety, connectivity, and various use case enablement. Strategic Communication: Ability to frame complex risks and opportunities with logic and empathy. You are a master of discovery, gathering the intel that sets up the entire organization for future success. Builder Mentality: You are someone who contributes to writing the playbook rather than just following one. You are motivated by "winning" through achieving big goals and seeing your cross-functional team succeed. Travel Readiness: Ability and willingness to travel up to 40%. You are on it and present where the work happens.   About Relay | Culture, Benefits & Perks Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork, where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life). At Relay, we offer: 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents Generous Paid Time Off 401(k) Savings Plan + Company Match Baby Cash Reward + Paid Parental Leave Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling Team Events & Culture: From company celebrations to team outings, we work hard and have fun doing it. Latest tech, standing desks, and all the tools and software you need to thrive The future of frontline work is being built here. Come build it with us. We can’t wait to hear from you.