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.
What You'll Do:
- Retention & Expansion Support: Support net-revenue goals for SMB accounts by driving consistent adoption, safeguarding retention, and flagging site-level expansion opportunities (e.g., user growth, standard feature upsells, and scheduled hardware refreshes).
- Value Realization & Book Management: Actively monitor account health across the defined customer lifecycle using standard metrics and usage data. Leveraging status reporting to identify adoption trends, helping customers understand their usage and maximize ROI.
- Relationship Building: Establish and maintain reliable, cross-departmental relationships with key operational stakeholders. You will track account updates and organizational changes to maintain a strong rapport and ensure Relay remains embedded in daily operations.
- Discovery & Product Credibility: Conduct discovery to identify common site-level operational challenges. Applying a strong foundational knowledge of Relay, you will recommend practical solutions and frame opportunities around clear customer outcomes.
- Cross-Functional Collaboration: Serve as a trusted internal voice for the customer. Partner with Product, Marketing, and Sales to share common customer feedback, and collaborate with Support and Billing to ensure customer escalations are resolved promptly.
- Operational Execution: Effectively utilize internal tools and systems to manage day-to-day account activities efficiently. You will flag process or technical friction points and follow established playbooks to ensure a smooth customer experience.
What You'll Have:
- At least 1 year of experience in a customer-facing or relationship-driven role such as Sales, Account Management, Customer Success, Teaching, or Sales Development.
- Effective Time Management & Prioritization: You can manage a high volume of accounts in motion without losing track of what needs attention. You triage well and follow through.
- Commercial Awareness: You are comfortable discussing contract renewals, identifying expansion signals, and highlighting product value.
- Clear Communication: Strong verbal and written communication skills. You can organize complex details into easy-to-understand updates and approach challenging conversations with empathy and professionalism.
- Genuine Curiosity: Eagerness to learn industry trends and understand the unique needs of your assigned market segments to build trust with customer contacts. Seek to understand the "why" behind the work and actively build on your own expertise.
- Technical Aptitude: Ability to quickly learn and navigate an integrated hardware + software platform. You can comfortably explain Relay’s core functional advantages and help users transition from legacy tools.
- Comfort with Evolving Tools: Open to and curious about AI-powered tools that support your work. You don't need to be an expert, but you're not resistant to learning new ways of working as the landscape changes.
- The "CSC" Mentality: Accountability and adaptability in a high-volume environment. You take feedback well, adjust quickly, and stay focused on the customer even when things are moving fast.
Nice to Have:
- Experience navigating customer conversations involving renewals, expansion opportunities, pricing, and product value.
- Experience owning a book of business and a revenue target
- Experience with Hubspot, Attention, Claude, Notion, or other tech foward AI tools
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.
Skills Required
- At least 1 year of experience in a customer-facing or relationship-driven role, such as Sales, Account Management, Customer Success, Teaching, or Sales Development.
- Effective time management and prioritization in a high-volume account environment.
- Ability to discuss contract renewals, identify expansion signals, and communicate product value.
- Strong verbal and written communication skills.
- Curiosity about industry trends and customer needs.
- Ability to quickly learn and navigate integrated hardware and software platforms.
- Willingness to learn AI-powered tools and evolving technologies.
- Accountability, adaptability, receptiveness to feedback, and customer focus.
- Experience with renewals, expansion opportunities, pricing, and product value.
- Experience owning a book of business and revenue target.
- Experience with HubSpot, Attention, Claude, Notion, or other technology-forward AI tools.
What We Do
Software powers the workforce...except for 55 million members who aren’t given access to a communication tool or rely on a walkie-talkie. With expense, the active nature of their jobs and guest interaction rendering a smartphone impractical, this subset of the workforce is often completely disconnected - not only from one another, but from critical information that could improve their efficiency and positively impact the bottom line of the companies that employ them. Relay leverages the PTT functionality that active workers rely on, but we’ve stripped away the range limitations, security concerns, physical bulk and the budget prohibitions associated with traditional walkie talkies. More important though is what we’ve added: Relay operates on a powerful and flexible software platform that provides new core functionalities like GPS tracking, emergency alerts and mobile/desktop compatibility - all navigated through a voice interface. The technology that fuels these capabilities enables us to continue building software integrations that will evolve with marketplace demands.
