Director Of Sales - Segment Leader

Director, Sales (Segment Leader)

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.

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

Requirements:

• 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.
• 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.

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.