Relay is a cloud-based technology platform that helps frontline teams improve communications, increase employee safety, and improve their productivity. Relay helps frontline teams digitally transform their operations with the modern tools which supports actionable real-time data needed to track performance and improve their operations. Software has not yet transformed the frontline world, and we're on a mission to change that.We are empowering frontline teams in heavy industry and manufacturing, but also in hospitality, casinos, healthcare, education, and logistics. We are looking for builders who don't just want a job, but want to be part of a mission: to build technology that finally empowers the 80% of the global workforce that doesn't sit at a desk.
If you believe in that mission, your work starts here.
Our team continues to grow to meet the needs of this massive opportunity, and we are hiring for a Director, Sales to join and build our growing Sales team in our Raleigh HQ.
Why Join Relay?
- Make a Tangible Impact: Our platform directly enhances the lives of frontline workers, improving their responsiveness to customers (72%) and overall efficiency (77%). We've already facilitated over 2.5 billion messages and supported countless deskless workers.
- Be Part of a Winning Team: We're not just growing - we're recognized as a leader in our field. Relay has been honored by Inc. 5000, Deloitte 500, and NC Tech
- Thrive in a World-Class Environment: Our Raleigh campus boasts a fitness center, outdoor sports courts, a cafeteria, and modern workspaces designed to inspire collaboration and innovation.
- Embrace a Vibrant Culture: With over 200 team members, we've cultivated a culture of empowerment and engagement, where every employee is encouraged to do their best work.
- Invest in Your Future: Our comprehensive benefits package prioritizes work/life integration and supports your personal and professional development.
The Director of Sales is a pivotal leadership role responsible for owning the revenue acquisition and expansion targets within our industrial market segment, working in close partnership with the key Relay team members on our GTM strategies. This highly collaborative position involves leading and scaling the sales team, developing and executing effective sales strategies, and ensuring consistent achievement of revenue goals. Reporting to the VP of Sales, this role will be the primary driver of our success. You will work in a cross functional environment, collaborating closely with Marketing, Product, and Customer Success leaders to capitalize on market opportunities and achieve our ambitious growth objectives in assigned sectors.
Key Responsibilities:
Owned Revenue Targets:
- Own and be accountable for the revenue targets for mid-market and enterprise sales teams.
- Develop and implement sales strategies and tactics to consistently achieve and exceed assigned revenue goals.
- Accurately forecast sales performance and proactively identify and mitigate risks to revenue attainment.
Sales Strategy Execution:
- Translate the overarching go to market strategy, developed in partnership with the Director of Industrial Market Strategy and BVP of Sales, into actionable sales plans and initiatives.
- Develop and refine sales processes, methodologies, and playbooks tailored to the specific needs and nuances of various markets and segments.
- Lead the effort in defining ideal customer profiles (ICPs) within the target industrial segments, in close collaboration with the Director of Industrial Market Strategy.
- Continuously evaluate and optimize sales strategies based on performance data, market feedback, and competitive dynamics.
Sales Team Leadership & Development:
- Recruit, hire, train, and mentor a high-performing team of industrial sales professionals (Account Executives, Sales Development Representatives, etc.).
- Set clear performance expectations, provide ongoing coaching and feedback, and conduct regular performance reviews.
- Foster a culture of accountability, collaboration, and continuous improvement within the industrial sales team.
- Ensure the sales team is proficient in articulating the company’s value proposition and how it uniquely addresses the needs of industrial customers, leveraging the market and product education provided by the Director of Industrial Market Strategy.
- Embody a player-coach mentality by actively participating in key sales cycles. While not carrying a personal quota, you'll ride shotgun with sales representatives, providing real-time coaching, strategic guidance, and hands-on support to help close the largest and most complex industrial deals. This includes assisting with deal strategy, negotiation, and executive-level customer engagement
Account Acquisition & Expansion:
- Lead the team in actively identifying, qualifying, and closing new business opportunities within the target industrial segments.
- Develop and execute strategies for expanding our footprint within existing industrial accounts, driving upsells and cross-sells in line with our flywheel selling strategies.
- Personally engage face-to-face with key strategic accounts and prospects to build strong relationships and drive significant deals.
Cross-functional Collaboration:
- Work closely with the Director of Industrial Market Strategy to provide real-time feedback from the field, informing market understanding, strategy adjustments, and the identification of new opportunities.
- Collaborate with Marketing to ensure alignment on lead generation efforts, sales collateral development, and messaging that resonates with the industrial audience.
- Partner with Product Management to communicate customer needs and market trends, influencing the product roadmap to better serve the industrial market.
- Work with Customer Success to ensure smooth customer onboarding, adoption, and ongoing satisfaction, fostering long-term partnerships and identifying opportunities for expansion.
Performance Monitoring & Reporting:
- Establish and track key sales metrics and KPIs to monitor performance and identify areas for improvement.
- Provide regular and accurate sales reports to the VP of Sales and other stakeholders.
- Analyze sales data to identify trends, opportunities, and challenges, and develop data-driven strategies to optimize sales effectiveness.
Operating Principles:
Drive Through Leadership & Execution:
- This role owns critical revenue outcomes and is directly responsible for leading the sales team to achieve those targets through effective execution of sales strategies and tactics.
- This leader must inspire and motivate the sales team, providing clear direction, removing obstacles, and fostering a results-oriented culture.
- While collaboration is essential, this leader ultimately owns the responsibility for the sales team's performance and the achievement of revenue goals within the industrial market.
Requirements:
- Proven Sales Leadership Experience: A minimum of 5+ years of successful enterprise sales experience, with a strong track record of exceeding sales targets as an IC and progressive leadership experience leading top selling enterprise reps.
- Industrial/Manufacturing Vertical Expertise: Demonstrated success selling SaaS tech and/or IoT into the Industrial sector (e.g., manufacturing, energy, warehousing, etc.) is a must have for this role
- Software Sales Acumen: Experience selling software solutions to enterprise clients is strongly preferred.
- Executive Presence: Ability to confidently and effectively communicate with C-level executives and senior management within large Industrial organizations.
- Solution Selling Skills: Proven ability to understand complex business challenges and articulate the value of technology solutions in addressing those challenges.
- Strong Negotiation and Closing Skills: Excellent negotiation, presentation, and closing skills with a proven ability to navigate complex enterprise deals.
- Technical Aptitude: A strong understanding of technology and the ability to learn and articulate the technical aspects of our solutions.
- Excellent Communication and Interpersonal Skills: Exceptional written and verbal communication, presentation, and interpersonal skills.
- Bachelor's Degree: A Bachelor's degree in a related field (Business, Engineering, etc.) is preferred.
- Travel: Willingness to travel as needed within the assigned territory.
About us: Relay culture, benefits & perks:
Our culture hinges on Relayers getting LIT up in an environment that fosters learning, impact, and teamwork (LIT) where we can *CHASE* 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
Top Skills
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.
