Senior Director, Sales

Relay • Raleigh, NC

11d

About The Position

Relay is hiring a Senior Director of Sales to lead its F&B, Logistics, and General Industrial segments. Reporting to the VP of Sales, this leader will own segment strategy and lead a pod of Account Executives as the company captures growing demand across industrial markets. The role begins as a player-coach, with hands-on involvement in live deals while hiring a first-line leader and additional Account Executives. As the team grows, the Senior Director will move into a second-line leadership role.

The position combines enterprise deal leadership, team building, revenue strategy, and cross-functional collaboration. The Senior Director will guide complex sales cycles, help close major industrial accounts, build scalable sales practices, recruit and develop talent, and coordinate with Customer Success, Account Management, Business Development, Product, and Marketing.

Requirements

• At least 7 years of successful enterprise sales experience, including a strong record of exceeding sales targets as an individual contributor.
• At least 3 years of experience leading enterprise sellers.
• Ability to communicate confidently and effectively with C-level executives and Plant Managers in industrial or manufacturing organizations.
• A strong drive to lead representatives in prospecting and winning new logos in a greenfield segment.
• Ability to learn and explain the technical aspects of Relay’s platform and its integration into a modern manufacturing environment.
• A bachelor’s degree in Business, Engineering, or a related field is preferred.

Nice To Haves

• Experience selling SaaS or IoT into industrial sectors such as automotive, steel, food and beverage, or logistics.

Responsibilities

• Directly oversee and guide Account Executives through complex, high-stakes enterprise sales cycles.
• Personally intervene in and lead the closing of key deals within major industrial accounts.
• Refine sales processes and playbooks to address procurement and operational requirements in the physical economy and assigned segments.
• Provide consistent sales direction for the segment to grow revenue and the team as demand warrants.
• Lead, mentor, and scale a pod of Account Executives while fostering accountability and excellence.
• Run internal pod syncs and Quarterly Business Reviews to support alignment and performance.
• Recruit, hire, and train talent as the segment scales.
• Provide real-time field feedback to sharpen the Ideal Customer Profile, messaging, and product roadmap.
• Partner with Marketing and Product to align messaging and roadmap with customer digital-transformation needs.
• Work with Customer Success to support smooth onboarding for complex, multi-site deployments.
• Coordinate internally with Account Management and Business Development to ensure seamless deal execution.
• Communicate segment use cases and technical requirements to Product Management and influence the product roadmap.

Benefits

• 100% paid health, dental, vision, long- and short-term disability, and life insurance for employees and dependents.
• Generous paid time off.
• 401(k) savings plan with company match.
• Baby Cash Reward and paid parental leave.
• Access for Raleigh-based headquarters employees to an onsite fitness center with instructor-led classes, tennis, basketball, pickleball, and cycling.
• Company celebrations and team outings.
• Latest technology, standing desks, and tools and software needed to work.

What This Job Offers

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