Senior Director, Revenue Strategy

Relay • Raleigh, NC

2h • Hybrid

About The Position

Revenue Strategy at Relay is a critical function responsible for determining the company's growth trajectory over the next three to five years. It evaluates the effectiveness of the Go-To-Market (GTM) engine, including motions, target markets, merchandising, and product differentiation. This role actively shapes decisions on market entry, GTM models, and resource allocation, rather than just producing reports. The Senior Director will own the strategic layer of Relay's revenue organization, charting the course through multi-year revenue models, assessing GTM engine performance, and evaluating macro growth bets. They will also shape resource deployment by translating strategic insights into sales book construction, marketing focus, and target market strategies. This role requires the ability to build rigorous revenue architecture for board-level decisions while maintaining a close connection to real-world deal and customer economics. The business spans hardware-as-a-service, SaaS subscriptions, and emerging AI monetization across enterprise segments like hospitality, manufacturing, and healthcare. The position reports to the SVP of Product and Strategy and collaborates with GTM, Product, and Finance leadership.

Requirements

• 8+ years in revenue strategy, GTM strategy, strategic finance, or a similar function at a B2B technology company.
• At least 2 years operating at a Director level or above.
• Proven track record of building multi-year revenue models used by leadership teams and boards for consequential decisions.
• Hands-on experience shaping GTM resource allocation (territory and book design, sales capacity planning, or marketing investment prioritization) with demonstrable outcomes.
• Deep fluency in the mechanics of a modern revenue engine: funnel dynamics, segmentation, pipeline economics, capacity models, and retention/expansion drivers.
• Comfort interrogating CRM-level data directly.
• Experience with pricing and packaging strategy, ideally spanning multiple monetization models (subscription, hardware, consumption/usage-based).
• People leadership experience with a demonstrated ability to build and scale a team and absorb expanded scope.
• Track record of leading through influence, driving decisions by earning trust across sales, marketing, product, and finance.
• Strong executive communication skills, able to compress complex analysis into clear recommendations and defend them under pressure.
• Bias toward evidence over opinion.
• Bias toward pace over polish on reversible decisions.

Nice To Haves

• Experience in businesses combining hardware and software revenue (HaaS, devices + SaaS).
• Exposure to AI product monetization (credits, consumption billing, or agent-based pricing).
• Experience in frontline, industrial, or multi-site enterprise markets (hospitality, manufacturing, healthcare).

Responsibilities

• Build and maintain multi-year revenue models to inform annual planning, growth trajectory planning, and macro investment decisions.
• Continuously evaluate the revenue engine (sales motions, target markets, merchandising, product differentiation) to ensure it meets growth potential.
• Identify shortcomings in the revenue engine and drive the case for necessary changes.
• Lead cross-functional efforts to align GTM resources with market opportunities, partnering with sales on book construction and assignment, and marketing on focus-area prioritization.
• Analyze and drive alignment on matching GTM capacity to segment potential.
• Make the case for adjusting GTM deployment when market conditions shift.
• Own the analysis for key GTM choices, including target segments and deployment models (enterprise field sales, inside sales, channel, product-led).
• Evaluate macro growth investments against strategic goals and capital constraints.
• Partner with Revenue Engineering and Product as a co-equal voice in merchandising design, bringing financial modeling and customer analysis to inform packaging, pricing, and monetization strategies (including HaaS and usage-based AI billing).

Benefits

• 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: Onsite fitness center with instructor-led classes, tennis, basketball, pickleball, and cycling (for Raleigh-based HQ)
• Team Events & Culture
• Latest tech, standing desks, and all the tools and software needed to thrive

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed