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.   This is a hybrid role based in our Raleigh, NC headquarters, requiring 3 days per week in the company office (Monday/Wednesday/Friday).  This role is anticipated to have travel requirements up to 20%.  Role Overview: At Relay, our Customer Success Managers (Industrial) are a critical revenue-owner and strategic partner within our rapidly evolving Industrial sector. This role serves as a customer strategist tasked with managing a growing portfolio of Mid-Market and Enterprise Multi-Site accounts. Reporting directly to the Director of Industrial Customer Success, you will focus on value realization, account-based expansion, driving site level success that unlocks growth within an Enterprise. This team goes beyond maintaining current states; they drive significant value from existing sites, map complex customer organizations to 'farm' accounts, and develop multi-threaded relationships from frontline teams to corporate offices, and identify expansion opportunities that fuel our growth targets. You will own the post-onboarding journey, ensuring every industrial customer utilizes Relay in driving operational leverage in their businesses. Relay is at a transformative inflection point, moving from a product-centric communications business to a platform-centric AI leader for the industrial frontline. As a CSM in our Industrial sector, you are at the tip of the spear for this evolution. You will have the opportunity to define "what good looks like" in sectors like steel recycling, automotive manufacturing, and logistics. This role offers high visibility, a direct path to influencing our GTM strategy, and the chance to own a significant piece of our steep growth trajectory. What you will do: Revenue Ownership (Retention & Expansion): Own the net-revenue growth of your portfolio. You are responsible for minimizing contraction, driving user expansion, feature upsells, and hardware refreshes within your existing sites. Strategic Account Mapping & Multi-threading: Identify and build champions across departments, sites, and corporate functions. You will perform deep organizational mapping to ensure total coverage, engaging both site operating leaders and executive decision-makers. Account-Based Motion Partnership: Partner closely with Sales counterparts to execute a "Bottoms-Up, Tops-Down" strategy. Use your site-level successes to expand corporate-level partnerships that accelerate logo velocity across regional and national footprints. Strategic Value Realization & Book Management:  Use data to interpret health trends across your book and design customer engagements accordingly.  You are responsible for customers deriving maximum value from Relay ensuring site level success while progressing corporate partnerships. You embody the brand and build trust in Relay with every customer interaction you lead. Cross-Functional Advocacy: Serve as the "Voice of the Industrial Customer" internally. Partner with Product, Marketing and Sales as we refine our product offerings for the industrial frontline, including implementation of new hardware, deploying new features, and leading initial upsell motions within your book of business. Partner with Support and Billing, ensuring any escalations have timely resolution for your customers. What You'll Have Experience: 5+ years of experience in Customer Success, Account Management, or Sales. Proven track record of managing complex, multi-site B2B accounts with account-based motion growth, preferably within the Industrial, Manufacturing, or Logistics sectors. Proven Revenue Ownership: Strong commercial negotiator anchored in driving value and win:win outcomes with customers. You are comfortable owning a revenue number, navigating complex contract negotiations, and connecting product metrics to a customer’s bottom line. Self-Starter & Constant Learner: You have an entrepreneurial spirit, and aim to deeply understand the market and customers in your command enabling more effective account strategies and leading customers to achieve their goals with Relay. Data & Technical Curiosity: Technology is ever changing and this leader can iterate and build from an informed point of view both in deep understanding of customer data as well as the role AI and technology continue to play in enabling your customers and your own workstreams. Strategic Communication: Ability to frame complex risks and opportunities with customers and internal advocacy for cross-functional stakeholders. You can navigate disagreement with logic and empathy to keep stakeholders focused on outcomes. Technical Aptitude: Curiosity and capability to master a sophisticated hardware+software platform. You must be able to articulate Relay’s technical advantages over legacy radio incumbents and modern competitors. Builder Mentality: Ability to thrive and react to changing business needs within a high-growth environment. You are a self-starter who contributes to writing the playbook rather than just following one. 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.   The Relay Hybrid Work Model At Relay, relationships are at the core of everything we do - and this translates to how we approach our customers and our work internally. Relay strives to be long-term relational partners versus transactional vendors to our customers. You will be encouraged to get in front of our customers and/or attend a trade show as a Relayer, regardless of your role.  Internally, Relayers endeavor to build authentic, caring, and trusted relationships with each other. With these principles in mind, and because we believe relationships are formed more quickly and deeply in-person, we greatly value the power of collaborating together with our customers on-site at their properties, and with each other in our spectacular and amenity-rich office. Our relational approach is also at the heart of why we ask all Relayers in our hybrid model to work from the office a minimum of 3 days per week.  At this time Relay is unable to provide sponsorship for employment. In order to be considered for employment, applicants must be currently legally authorized to work in the US and not require future sponsorship in order to continue working for Relay.

Relay is building the next generation of human-in-the-loop Physical AI — intelligent systems that don’t just live in data centers and dashboards, but operate in the real world: embedded in the workflows of the people who build, move, and maintain the physical infrastructure of the modern economy. Our Relay platform brings AI-native situational awareness, real-time operational intelligence, and automated decision support to frontline environments. Where legacy software stops at the edge of the office, Relay’s platform goes all the way to the floor — turning unstructured operational data into coordinated action, at scale, in real time. 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. What does the Solution Engineering team look like at Relay: The Solutions Engineering team is the technical cornerstone of Relay's Enterprise sales motion. We turn complex customer problems into validated, architected solutions — proving technical feasibility in the customer's own environment, clearing security and technical diligence, and removing the IT objections that stall our largest deals. As a Solutions Engineer, you are the primary technical authority across the pre-sales cycle for our most strategic Enterprise opportunities — the top 3-5 active deals in each segment. You'll partner with Enterprise sales to understand what frontline operations actually need, architect solutions on the Relay platform, build proof-of-concept deployments that prove value, and own the technical narrative through diligence and close. When a strategic deal's technical credibility is on the line, you're the person who makes the case undeniable. This role lives in the pre-sales world: from first technical discovery through a clean handoff to post-sales teams once the deal is won. You accelerate revenue on our biggest deals by making the technical case real — then you set the downstream teams up to deliver on it. Position Overview: You'll work directly with operational leadership, IT and OT teams, and executive stakeholders across manufacturing, logistics, hospitality, and other frontline industries. You'll run discovery, design solutions against real-world constraints, build and demonstrate PoCs, lead security and technical diligence, and document the architecture so post-sales teams can execute it as envisioned. Success in this role demands the technical depth to earn an engineer's trust and the business instinct to move an executive conversation forward — without losing precision in either direction. Key Responsibilities: Pre-Sales Solution Architecture Partner with the Enterprise sales team and prospective customers to deeply understand their business objectives, technical requirements, and operational pain points. Design and architect robust, scalable solutions leveraging Relay's core product suite and open API capabilities to meet specific customer needs and create lasting value. Develop and deliver compelling, customized product demonstrations and technical presentations that clearly articulate the value and feasibility of the proposed solution to operational, IT, and executive stakeholders. Build and demonstrate proof-of-concept solutions that showcase platform capabilities and validate technical requirements against the customer's real-world conditions. Technical Sales Cycle Ownership Act as the primary technical point of contact and trusted advisor for prospective Enterprise customers throughout the sales cycle. Lead the technical diligence phase end-to-end — addressing technical questions, security inquiries (RFIs/RFPs, security questionnaires), IT architecture reviews, and integration concerns. Identify and overcome technical objections, securing technical validation and buy-in from customer stakeholders across operations, IT, and OT. Contribute technical expertise to proposals, statements of work, and commercial discussions. Knowledge Transfer & Handoff Thoroughly document the designed solution architecture, including key configurations, API usage, and integration points agreed upon during pre-sales. Conduct comprehensive handover sessions with Customer Success and Implementation teams once a deal is won, owning the handoff for novel and non-standardized solutions while standardized deals transition through the normal CS process. Ensure post-sales teams have the technical context, design rationale, and customer background needed to implement the solution as envisioned. Serve as a point of escalation or clarification on the original solution design when needed. Deep implementation and build-out sit with the customer or our internal Engineering team. Cross-Functional Influence Synthesize field intelligence into structured, actionable feedback for Product Management — identifying feature gaps, integration friction, and emerging customer requirements that shape the roadmap. Partner with Customer Success and Support to build playbooks for onboarding and supporting solutions on the frontier of our product capabilities. Equip Security and Support teams with the knowledge to complete routine technical and data security questionnaires, reserving Solutions capacity for the complex ones. Develop technical enablement assets — capability one-pagers, architecture diagrams, and integration cheat sheets — to arm Enterprise teams for conversations where Solutions can't participate directly. Collaborate with Marketing on technical content (whitepapers, case studies) when appropriate. Required Qualifications: 3+ years in a customer-facing technical role where you owned the technical relationship with a client — Solutions Engineer, Sales Engineer, Solutions Architect, or a technical/implementation consulting role delivering software, data, or systems-integration projects. Demonstrated ability to translate complex business problems into technical solutions and communicate them credibly to both technical and business stakeholders. Hands-on experience building and delivering compelling technical demonstrations and working proof-of-concept deployments. Experience leading enterprise technical diligence — RFPs, security reviews, IT architecture evaluations. Comfort reading and working with APIs and integrations; ability to build prototypes to prove a concept. Exceptional communication skills, with the ability to move between deep technical detail and executive-level business narrative without losing precision in either direction. High tolerance for ambiguity; comfortable operating in fast-moving, undefined territory. Bachelor's degree, or equivalent practical experience. A technical degree (Computer Science, Engineering) is great, but we're equally interested in candidates from other backgrounds who have built strong technical capability through their post-college experience. Strong Advantage: Direct experience with frontline operations — manufacturing, logistics, hospitality — or OT/IT convergence and industrial systems. Familiarity with real-time operational data systems, IoT infrastructure, or industrial automation platforms. Prior experience owning the technical track of strategic enterprise deals end-to-end. Experience scoping or delivering technical engagements in a consulting or professional-services environment. Travel: Up to 50% domestic travel to meet with prospective customers and support sales engagements, particularly for strategic opportunities. 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 At Relay, we're building something special, and we believe our relationships with each other and our customers are the foundation of our success. This is a fully onsite role at our Raleigh, NC headquarters, with up to 50% travel expected. In-office presence is the norm when not traveling.