Inside Sales (SDR) Manager

Manager, Inside Sales

Relay, a Raleigh-based tech startup, is looking to change the way we communicate. We've designed, built, and launched an entirely new product category – a simple, rugged, internet-enabled smart device and all the software that runs it – that is disrupting the handheld radio industry for B2B enterprise clients and non-desk workers (hospitality, healthcare, education, golf, parks, sports, ...). 

This isn't your run-of-the-mill VoIP app; we've achieved proven product-market fit with a user experience that solves real-world customer pain and unlocks new capabilities for them through our robust API Platform. 

We’re hiring for an Inside Sales Manager. In this role, you’ll be responsible for a team of SDRs (and AEs in the future) selling into mid-market companies. You’ll work both to train new reps to create and nurture their pipeline, and to coach tenured reps to help maximize their professional and personal success. Your team will work closely with the rest of the Sales team and Marketing to provide a consistent feedback loop. You’ll need to have a maniacal focus on operational efficiency and an aptitude for documentation.

You’ll help shape and be responsible for executing the plan to hit your team’s metrics and revenue goals. You’ll also have the support of the entire business – marketing, operations, product, engineering, etc – to help you find success. You’ll be able to learn from an experienced and dedicated leadership team who will equally look to learn from you. We’re looking for individuals with confidence in their abilities, an entrepreneurial spirit, and intellectual curiosity. 

Responsibilities (what you’ll do):

• Assist SDRs and AEs with the execution of their strategic plans
• Train and coach your team to help them advance their careers
• Assist with contract negotiations and pricing conversations
• Exhibit and reinforce Relay’s core values
• Become a Relay product expert
• Participate in recruiting, interviewing, and hiring
• Gain proficiency with our CRM and the full sales tech stack
• Work with a close-knit team of talented sales experts who will challenge you and support you in your professional and personal growth

Experience, qualifications, and skills (what you’ll have):

• Prior sales management and leadership experience, including managing an SDR team
• Multiple years of proven success and quota attainment in direct sales roles
• Demonstrated and consistent track record of hitting revenue targets in a SaaS business
• Willingness to learn in a fast-paced sales environment
• Ability to embrace feedback and hold yourself accountable
• Hunger and humility with a balance of confidence and relentless curiosity
• Remarkable work ethic with a strong sense of urgency
• Desire to be a team player and FUN to work with!
• Bonus: entrepreneurial background

About us: Relay culture, benefits & perks:

First and foremost our culture hinges on Relayers getting LIT up in an environment that fosters learning, impact, and teamwork (LIT) where we can do the best work in our lives. We call this BWIML (pronounced bee wimmel = Best Work In My Life)!

It's truly amazing what engaged team members can achieve together. Our ever evolving list of benefits and perks mean you'll be able to integrate work into your whole life, focus on health, perform impactful work, grow and learn in your role, look after yourself/your family, and invest in your future. 

At Relay, we offer...

• 100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability and Life Insurance benefits for you and those who depend on you
• Generous Paid Time Off
• 401(K) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks, including a world-class onsite fitness center with instructor led classes + locker room as well as endless outdoor amenities whether tennis, basketball, cycling, or pickleball is your jam
• Free Snacks and Fun Times
• Latest tech, standing desks, and all the accessories and software you need to succeed in your role

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 on Mondays, Wednesdays, and Fridays.    

Relay people leaders are expected to generally be in the office every day to be available to their teams and other cross-functional groups.  We also strongly encourage newly onboarding Relayers to maximize their time onsite more than the minimum, as they have more new relationships to build.  

Underpinning all of this is the core principle of flexibility.  If it’s best for your mission a given week to work remotely more often, we encourage our team members to maintain open lines of communication with their managers and find a solution that supports those needs in a given timeframe/season.