Senior Director, Revenue Strategy

What Revenue Strategy Means at Relay:

Revenue Strategy at Relay is not a reporting function, and it is not FP&A with a different logo. It is the function responsible for answering the questions that determine whether Relay reaches its growth potential: Where is our revenue trajectory actually headed over the next three to five years? Is our GTM engine - our motions, our target markets, our merchandising, our product differentiation - built to deliver on that trajectory? Which markets do we attack next, and with what GTM models? And are our people, dollars, and attention actually pointed at the opportunities that matter most?

At many companies, "strategy" means producing decks that describe decisions other people make. Not here. Revenue Strategy at Relay carries its analysis all the way to consequence: it shapes how sales books are constructed, where marketing concentrates its firepower, which segments we enter next, and which growth bets get funded.

Position Overview:

This is not a traditional revenue operations or sales strategy role.

You will own the strategic layer of Relay's revenue organization, and that ownership comes with a dual mandate. The first is to chart the course: build the multi-year revenue models that inform annual planning, render honest verdicts on whether our GTM engine is performing against its potential, and drive the evaluation of the macro growth bets that will define Relay's next chapter. The second is to shape the deployment: through earned authority, translate that strategic picture into how Relay allocates its GTM resources - from the composition of sales books to the focus areas of marketing to the motions we deploy against each target market.

This is a role for someone who can hold two altitudes at once. You must be credible in the model - building revenue architecture rigorous enough to underwrite board-level investment decisions - and credible on the ground, close enough to real deals, real territories, and real customer economics that your recommendations earn the trust of the sellers and marketers who live with them. Relay's business spans hardware-as-a-service, SaaS subscriptions, and emerging AI monetization across enterprise segments including hospitality, manufacturing, and healthcare. The strategy problems here are genuinely multi-dimensional, and we expect this leader's judgment to shape how the company grows.

This role reports to Relay's SVP of Product and Strategy and will operate as a peer to Relay's GTM, Product, and Finance leadership. We expect the scope of this role to grow with the person in it.

What You'll Own:

• Long-range revenue trajectory. Build and maintain Relay's multi-year revenue models. Own the analytical foundation for growth trajectory planning, AOP inputs, and macro investment decisions.
• GTM engine evaluation. Continuously evaluate whether Relay's revenue engine - sales motions, target markets, merchandising, and product differentiation - is performing at the level required to deliver on our growth potential. Identify where the engine is falling short of the trajectory and drive the case for change.
• GTM resource allocation. Lead the cross-functional work of aligning Relay's GTM resources with the opportunity: partner with sales leadership on book construction and assignment, with marketing on focus-area prioritization, and with both on matching capacity to segment potential. You bring the analysis and drive the alignment - and when the market shifts, you make the case that moves our deployment with it.
• Market and motion strategy. Own the analysis behind Relay's biggest GTM choices: which segments we pursue next, and which GTM models - enterprise field sales, inside sales, channel, product-led - we deploy to attack each target market. Evaluate these macro growth investments against Relay's strategic goals and capital constraints.
• Product merchandising co-design. Partner with Revenue Engineering and Product as a co-equal voice in merchandising design. Bring the financial modeling and customer analysis that determines how Relay packages, prices, and monetizes - including hardware-as-a-service structures and usage-based AI billing.

What You'll Bring:

• 8+ years in revenue strategy, GTM strategy, strategic finance, or a similar function at a B2B technology company, with at least 2 years operating at a Director level or above.
• A track record of building multi-year revenue models that leadership teams and boards actually used to make consequential decisions - and the scars to explain where those models were wrong and why.
• Hands-on experience shaping GTM resource allocation - territory and book design, sales capacity planning, or marketing investment prioritization - with outcomes you can point to.
• Deep fluency in the mechanics of a modern revenue engine: funnel dynamics, segmentation, pipeline economics, capacity models, and retention/expansion drivers. You should be comfortable interrogating CRM-level data yourself, not just consuming summaries.
• Experience with pricing and packaging strategy - ideally spanning more than one monetization model (subscription, hardware, consumption/usage-based).
• People leadership experience, with a demonstrated ability to build and scale a team and to absorb expanded scope as the organization grows.
• A track record of leading through influence: driving consequential decisions you did not have the authority to make unilaterally, by earning the trust of sales, marketing, product, and finance leaders.
• Strong executive communication: you can compress a complex analysis into a clear recommendation, and you can defend it under pressure from smart people who disagree.
• Bias toward evidence over opinion, and pace over polish on reversible decisions.

Nice to Have:

• Experience in businesses that combine 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).

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.