Director, Sales (Automotive)

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has historically 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 are 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 and continuing to move up market with massive impact and success.
• High Value, High Impact: With 47% of our revenue coming from $100K+ ARR customers and a 135% Net Revenue Retention (NRR), you will 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™, which has seen 500% YoY growth.
• World-Class Leadership: Our already stellar C-suite has been bolstered by leaders to help us scale toward our next major milestones.
• The Relay Culture: Work from our amenity-rich Raleigh campus (fitness center, sports courts) with 100% paid health insurance and a team dedicated to "Best Work In My Life" (BWIML).

If you're passionate about technology, driven to make a difference and 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!

The Director of Sales (Automotive) is a unique, high-impact role designed for a strategic leader who thrives on building from the ground up. This role is the cornerstone of our expansion into the Automotive sector. Reporting to the VP of Sales, you will initially serve as the primary individual contributor responsible for capturing the massive demand we are seeing from global OEMs and Tier 1 suppliers.

As the foundational leader for this segment, you will personally carry the quota, manage the high-level accounts, and close the initial "lighthouse" deals. As you prove the repeatable model and build the pipeline, you will have the immediate opportunity to scale this segment into a full department, hiring and leading a team of Account Executives of various seniority to dominate the automotive space.

Key Responsibilities:

Owned Revenue & Individual Contribution:

• Act as the primary Enterprise Lead for the Automotive sector, personally carrying and exceeding the revenue targets for the segment.
• Proactively identify, qualify, and close new business opportunities within massive Automotive OEMs and Tier 1 suppliers.
• Develop and execute strategic account plans for key enterprise clients (e.g., Toyota, Ford, Dana, Michelin), focusing on building long-term, mutually beneficial partnerships.
• Maintain a robust and accurate sales pipeline, providing regular and precise forecasts to sales leadership.

Revenue Strategy:

• Provide high-impact, real-time field feedback to sharpen our current ICP and messaging, ensuring our near-term wins align with the long-term segment vision.
• Develop and refine sales processes, methodologies, and playbooks that address the unique procurement and operational nuances of the automotive industry.
• Partner with Marketing and Product to ensure our messaging and roadmap align with the digital transformation needs of modern automotive plants.

Future Leadership & Scaling:

• Establish the blueprint for the Automotive Sales team; as traction is demonstrated, you will lead the recruitment, hiring, and training of a high-performing team.
• Provide consistent sales direction for the segment, with the goal of growing revenue and the department as demand and opportunity warrant.
• Foster a culture of accountability and excellence, eventually transitioning from a primary IC to a full-time leader and mentor for the automotive vertical.

Cross-functional Collaboration:

• Collaborate with Product Management to communicate specific automotive use cases and technical requirements, influencing the product roadmap.
• Work with Customer Success to ensure smooth onboarding for complex, multi-site automotive deployments.

Operating Principles:

Drive Through Execution & Vision:

• This role requires a leader who is not afraid to roll up their sleeves and do the work of an IC today while keeping their eyes on the leadership requirements of tomorrow.
• Success is defined by the ability to personally navigate complex enterprise deals and then codify that success into a scalable team structure.

Requirements:

• Proven Sales Leadership Experience: A minimum of 7+ years of successful enterprise sales experience, with a strong track record of exceeding sales targets as an IC and experience in a leadership or senior mentorship capacity.
• Automotive Vertical Expertise: Deep subject-matter expertise and a proven network within the Automotive sector (OEMs and Tier 1 Suppliers) are essential.
• Software Sales Acumen: Experience selling SaaS and/or IoT solutions to large-scale industrial enterprise clients.
• Executive Presence: Ability to confidently and effectively communicate with C-level executives and Plant Managers within global automotive organizations.
• Hunter Mentality: A relentless drive to prospect and win new logos in a "greenfield" segment.
• Technical Aptitude: Ability to learn and articulate the technical aspects of our platform and how it integrates into a modern manufacturing environment.
• Bachelor’s Degree: A Bachelor’s degree in Business, Engineering, or a related field is preferred.

Travel: Willingness to travel as needed to visit manufacturing facilities and corporate headquarters.