Director of Sales - Segment Leader

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 increasingly trusted by the Fortune 500 and continuing to move up-market with massive impact and success.
• High Value, High Impact: With 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!

We are hiring a Director of Sales to lead our most critical industrial segments. This is a high-impact leadership role designed for a master of the enterprise deal who thrives on building high-performing teams from the ground up. Initially reporting to the VP of Sales, you will lead a "pod" of Account Executives and own the strategy for 2-3 proven segments (including Auto, Steel, Food & Bev, and Logistics) or a "General" industrial category
Reporting to the VP of Sales, you will serve as a segment leader, capturing the massive demand we are seeing in the evolving industrial sector, specifically in auto, logistics, food and beverage, and/or steel.

Responsibilities:

Enterprise Deal Mastery

• Success is defined by the ability to leverage personal, proven pro-level experience navigating complex enterprise deals and then codify that success into a scalable team structure.
• Directly oversee and guide AEs through complex, high-stakes enterprise sales cycles.
• Personally intervene and "master" the closing of lighthouse deals within major industrial accounts.
• Refine sales processes and playbooks to navigate the procurement and operational nuances of the physical economy.

People Management & Team Leadership

• Provide consistent sales direction for the segment, with the goal of growing revenue and the team as demand and opportunity warrant.
• Lead, mentor, and scale a pod of Account Executives (ICs), fostering a culture of accountability and excellence.
• Run internal pod syncs and Quarterly Business Reviews (QBRs) to ensure alignment and peak performance.
• Recruit, hire, and train high-performing talent as your segment scales.

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 assigned segments.
• Partner with Marketing and Product to ensure our messaging and roadmap align with the modern, digital transformation needs of customers 

Cross-functional Collaboration:

• Work with Customer Success to ensure smooth onboarding for complex, multi-site deployments. Serve as the primary internal coordinator for Account Management and Business Development to ensure seamless deal execution.
• Collaborate with Product Management to communicate specific segment use cases and technical requirements, influencing the product roadmap.Provide real-time field feedback to sharpen our Ideal Customer Profile (ICP) and product roadmap.
• Partner with Marketing and Product teams to align our messaging with the digital transformation needs of modern manufacturing and logistics plants

• 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 3+ years of experience in a leadership or senior mentorship capacity.
• Ability to confidently and effectively communicate with C-level executives and Plant Managers within organizations focused on industrial/manufacturing customers.
• Ability to work from our Raleigh, NC headquarters 5 days a week and travel up to 40% to visit client facilities.
• Hunter Mentality: A relentless drive to lead reps 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.

Nice to have: 

• Experience selling SaaS or IoT into industrial sectors (Auto, Steel, Food & Bev, Logistics) is a strong plus, though we are flexible with candidates who have exceptional enterprise leadership skills.