Senior Director, Sales

<p><span style="font-size: 12pt;"><a href="https://relaypro.com/">Relay</a> 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.</span></p> <p><span style="font-size: 12pt;">Industrial is the future of Relay. We are seeking a&nbsp;<strong>Senior Director of Sales</strong> 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.&nbsp;</span></p> <p><span style="font-size: 12pt;">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.</span></p> <p><span style="font-size: 12pt;"><strong>Key Responsibilities</strong></span></p> <p><span style="font-size: 12pt;"><strong>Enterprise Motion Engineering &amp; GTM Strategy</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">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.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">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.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Engineer specialized playbooks tailored to the nuances of the physical economy. </span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Refine procurement and operational strategies to circumvent legacy hurdles, accelerating time-to-value within complex industrial landscapes.</span></li> </ul> <p><span style="font-size: 12pt;"><strong>Team Architecture &amp; People Strategy&nbsp;</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Design and execute the organizational structure for the Industrial sales team, moving from initial pods to a full-scale department.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Manage, coach, and develop a team of Sales Directors, ensuring they are effectively leading their respective AEs.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Own the people strategy—hiring, onboarding, and continuous professional development—to ensure we have the best "players" in the industry.</span></li> </ul> <p><span style="font-size: 12pt;"><strong>Industrial Market Strategy &amp; Playbook Design</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Develop and codify the "Relay Industrial Playbook," including repeatable processes for Trials/POCs, MSA negotiations, and enterprise procurement.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Identify bottlenecks in the sales cycle and implement strategies to increase deal velocity and win rates across all industrial segments (Auto, Steel, Food &amp; Bev, Logistics).</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Stay ahead of industrial trends to help Directors refine their specific segment strategies.</span></li> </ul> <p><span style="font-size: 12pt;"><strong>Cross-Functional Ecosystem &amp; Roadmap Influence</strong></span></p> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Act as the primary bridge between the field and internal stakeholders (Product, Engineering, Marketing).</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Based on high-level sales feedback, maintain a strong POV on the product roadmap to ensure Relay remains the leader in frontline AI technology.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;">Ensure seamless internal synchronization between BD, Account Management, and Operations to support massive multi-site deployments.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Who You Are</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>A Proven Builder:</strong> 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.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>A Second-Line Leader:</strong> You have 3+ years of experience directly managing other managers (Managers, Directors) and understand how to drive results through others.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>An Industrial Expert:</strong> Deep expertise in the "Physical Economy"—you understand the nuances of plant operations, industrial procurement, and long-term enterprise partnerships.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Process Obsessed:</strong> You don’t just "sell," you build systems. You have expertise in MSA processes, POC-to-Production conversions, and Salesforce hygiene.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Requirements</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Location:</strong> Must be based in or willing to relocate to <strong>Raleigh, NC</strong> (Full-time in-office at our amenity-rich campus).</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Experience:</strong> 5+ years of Sales leadership, with specific experience (3+ years) as a second-line leader in an Industrial-focused SaaS or IoT environment.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Travel:</strong> Ability to travel up to 40% to engage with key customers and support field teams.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Education:</strong> Bachelor’s degree required; MBA or equivalent experience preferred.</span></li> </ul> <h3><span style="font-size: 12pt;"><strong>Why Join Relay?</strong></span></h3> <ul> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>High Impact:</strong> 47% of revenue comes from $100K+ ARR customers with a 135% NRR.</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Innovation:</strong> Work with award-winning AI tools like TeamTranslate™ (500% YoY growth).</span></li> <li style="font-size: 12pt;"><span style="font-size: 12pt;"><strong>Culture:</strong> 100% paid health insurance and a commitment to "Best Work In My Life" (BWIML).</span></li> </ul> <p><span style="font-size: 12pt;"><em>If you are a builder who wants to drive a critical, game-changing vertical in a hyper-growth company, we want to hear from you.</em></span></p>