Channel Sales Manager

Reli. • Cerritos, CA

2d • Hybrid

About The Position

This is a dual-track B2B sales role where the individual will own two distinct revenue opportunities that run in parallel, each with its own buyer profile, sales motion, and ceiling. Track 1 involves selling Reli.'s physical catalog (trash bags, can liners, polymailers, foodservice disposables, gloves and PPE, paper bags, food storage, etc.) to buyers such as office managers, warehouse and procurement leads, facility managers, restaurant operators, and hospitality buyers. This track is relationship-driven and volume-focused. Track 2 involves selling Rel.ai Agentic Software, an AI copilot for eCommerce sellers, launching in 2026. This is a greenfield commercial motion with buyers including CTOs, VPs of eCommerce, and Founders of scaling DTC brands. This track is consultative and technically engaged. Both tracks are equally important and the role is designed for someone genuinely interested in both. The role offers significant influence over how both tracks are built, reporting directly to the Founder/CEO, and involves selling a unique software product and a proven physical product pipeline. There is a defined path to Director and VP-level scope as the function scales, with an AI-native sales stack from day one.

Requirements

• Bachelor's degree in business, marketing, communications, or related field.
• 6-10 years of B2B sales experience with a consistent track record of meeting or exceeding quota.
• Proven comfort running two distinct sales motions simultaneously - physical goods and software, or a similar split.
• Real player-coach experience: personal quota + coaching and mentoring scope.
• Comfortable building pipeline from scratch; cold outreach, conferences, network-building.
• Systems thinker: you write SOPs naturally and treat CRM hygiene as part of the craft.
• Thrives in ambiguity; does best work when the playbook is still being written.
• Genuine, current knowledge of AI-native sales tools - not just familiarity, but actual use.

Nice To Haves

• SaaS or early-stage software sales experience.
• Physical goods, distribution, foodservice, hospitality, janitorial, or packaging B2B experience.
• Retail channel or big-box buyer experience.
• Early-stage or high-growth company background (50-200 employees).
• Hands-on experience deploying AI sales tooling for research, prospecting, or pipeline analytics.

Responsibilities

• Source and close B2B deals across Reli.'s physical catalog through outbound outreach, conferences, and network development.
• Manage mid-market buyer relationships with office managers, procurement leads, warehouse buyers, and facility managers.
• Build enterprise and big-box retail pipeline for Year 2 revenue (12-18 month cycles).
• Close inbound B2B opportunities from marketing and partner referrals.
• Own the full commercial motion for Rel.ai from launch day one: outbound, demos, pricing, negotiation, close, and expansion.
• Build the initial ICP, prospecting playbook, and demo narrative from scratch.
• Sell to CTOs, VPs of eCommerce, and Founders at scaling eCommerce brands.
• Feed weekly product signal back to the Rel.ai team based on what you're hearing in the field.
• CRM setup: source attribution, pipeline review structure, stage-gate criteria for both tracks.
• Sales process documentation for physical products and Rel.ai - separately designed, since the motions are different.
• KPI dashboard and AI-native tooling stack (research, prospecting, pipeline analytics).
• Manage one direct report from day one; design their evolved role and comp in your first 60 days.
• Hire and onboard Year 2+ team members; team scale target is 3-5 by end of Year 2.

Benefits

• Comprehensive benefits and competitive compensation aligned with industry standards.
• High-visibility role with regular exposure to leadership.
• Defined Growth Plan with structured opportunities for promotion and raises.
• 15 days PTO to start, +1 per year of tenure.
• 11 paid holidays (in addition to PTO).
• Medical, dental, vision (Blue Shield PPO or HMO).
• 401(k) with employer match.
• Monthly wellness stipend up to $260.
• Life insurance.
• Regular team events and happy hours.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager