Current openings at Relay

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. Our Culture: We are an innovative, mission-driven team dedicated to revolutionizing how frontline workers operate.   We balance a high-velocity work cadence with a low-ego, collaborative spirit. This is a true meritocracy designed for high-impact leaders who are comfortable operating at the highest levels, including frequent strategic engagement with our senior leadership team. Mission & Opportunity - Vice President FP&A As Vice President of Financial Planning and Analysis (FP&A), you will lead the function during a defining phase of Relay’s growth. Reporting directly to the Chief Financial Officer, this is a tactical and strategic leadership role for a proven finance leader to serve as a trusted thought partner and advisor to the senior leadership team. You will be responsible for building a best-in-class FP&A function and, over time, instilling public company rigor long before a potential IPO. You will do so by building the FP&A function into a force that delivers data-driven decision support and translates complex financial insights into actionable recommendations. Ranked among the fastest-growing tech companies in North America, we are looking for the next generation of "Relayers" to help us digitize the final frontier of the workforce. What you’ll do: You will own Relay’s financial model and the planning infrastructure that collectively inform, guide, and support decision-making across the company. As a hands-on leader, you will: Architect and continually advance the financial model to be a strategic tool capable of real-time decision support and proactive scenario planning. This means dialing in on the various critical drivers of our business and developing a deep understanding of how these variables change and impact our P&L. Drive the continuous improvement of FP&A planning infrastructure - think systems, tools, processes - to enhance efficiency, accuracy, and scalability.   Spearhead AI Strategy and Automation into the finance stack to automate routine reporting, streamline and unify disparate data sources, automate manual data orchestration, assist in financial modeling, enhance predictive forecasting accuracy, and identify real-time anomalies in business performance.   Own and establish rigor around our monthly and quarterly forecasting with clear variance analysis and action-oriented insights to improve forecasting methodologies and/or business performance.  Extreme ownership and excellence in forecasting are critical to accurately inform expectations for our board, investors, and operating plan.   Lead the development and execution of the company’s financial planning process, which means owning the annual operating plan (budget) process end-to-end in close partnership with the senior lead team and ultimately developing a mid-term and long-range plan. As a strategic finance leader, you will drive enterprise value-maximizing strategies, evaluate and recommend optimizing our business model (Hardware as a Service), and ultimately develop a mid-term and long-range plan.     Manage complex department budgets and headcount planning in close collaboration with cross-functional and go-to-market teams to ensure alignment against plan and efficient scaling. Ultimately, recommend cost-optimization opportunities.    Own company-wide KPIs and dashboards. Design and deliver monthly and quarterly business reviews with senior leadership. Develop board materials and investor materials, including preparing and presenting diligence materials within fundraising and diligence workstreams.  Scale, mentor, and develop a high-performing, world-class FP&A team.  You will exponentially increase engagement and opportunities to serve through interaction with cross-functional leaders. What you’ll bring: Financial acumen: You have 10+ years of progressive experience, with at least 5 years of experience in a leadership role, across FP&A, strategic finance, management consulting, and/or investment banking.  Strong preference to those with management consulting, investment banking, or Corporate FP&A at premier high-growth public or private technology leaders. Leadership experience at a B2B SaaS, or combined software/hardware company, preferred. Functional expertise: You have proven experience leading planning, forecasting, and reporting efforts for a company of scale with significant experience partnering with go-to-market and cross-functional teams.  You have hands-on experience with complex financial modeling and the ability to produce high-caliber visual presentations. Functional experience: You have significant experience in operational finance and have installed and matured financial planning processes to support high growth that are scalable to provide accurate financial capability that enables business success. You are ready to bring public company rigor to high-growth technology companies. High velocity operator: You have a bias for action and thrive in a fast-paced, ambiguous environment, and bring a builder and continuous improvement mentality to designing processes and financial infrastructure that scale with the business.   Exceptional analytical abilities: You have an affinity for numbers and naturally synthesize and process information efficiently. You have a knack for simplifying a complex confluence of variables. Exceptional communication: You have outstanding written and verbal communication skills with the ability to present complex financial information to diverse audiences. You are relationship-oriented and have experience and a track record of developing relationships.    Owner mentality: You practice extreme ownership and take accountability for this mission in a dynamic environment.  Accordingly, you rely on building systems and processes to drive success. Strong people leader: Experience building and developing high-performing teams with clear ownership, accountability, and growth paths. Integrity: You maintain the highest standards and are trustworthy. Education: Bachelor's degree in Finance, Accounting, Economics, or related field (MBA a plus).  You have familiarity and understanding of US GAAP and/or the ability to partner closely with Accounting. 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. Join Us On-Site in Raleigh! At Relay, we're building something special, and we believe our relationships with each other and our customers are the foundation of our success.  Our leadership team maintains a strong in-office presence to foster creativity and connection. Candidates for this role should expect to work in person 5 days a week at our Raleigh, NC office.

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 Salesforce 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 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.