Track record of building high-growth sales teams from $10M to $50M+ ARR in the Industrial sector.
3+ years of experience directly managing other sales managers or directors.
Deep expertise in the physical economy, including plant operations and industrial procurement.
Strong background in creating and implementing sales processes and systems.
Must have at least 5 years of sales leadership experience in an Industrial-focused SaaS or IoT environment.
Responsibilities
Distill enterprise expertise into a repeatable sales motion for the team.
Serve as the executive sponsor for high-stakes market-defining pursuits.
Engineer specialized playbooks for the physical economy.
Refine procurement strategies to enhance operational efficiency.
Design the organizational structure for scaling the Industrial sales team.
Manage and develop Sales Directors to lead their teams effectively.
Identify bottlenecks in the sales cycle and improve deal velocity.
Benefits
47% of revenue generated from high-value customers with a 135% net revenue retention.
Opportunity to work with award-winning AI tools with significant growth.
Comprehensive health insurance coverage at no cost.
Commitment to creating the 'Best Work In My Life' culture.
Full Job Description
Industrial is the future of Relay. We are seeking a Senior Director of Sales to serve as the primary architect and leader of our Industrial motion. This is a "builder and scaler" role for a leader who has previously built high-growth sales organizations from the ground up.
Reporting directly to the VP of Sales, you will be responsible for the growth, development, and strategy of the entire Industrial vertical/sector within Relay. You will manage a team of Sales Directors and hold ultimate accountability for the velocity and health of our market expansion.
Key Responsibilities
Enterprise Motion Engineering & GTM Strategy
Distill elite-level enterprise expertise into a formal, repeatable sales motion. Transition from "lead-by-example" to "lead-by-system," ensuring individual closing intuition is codified into team-wide institutional knowledge.
Act as the executive sponsor and strategic closer for high-stakes, market-defining pursuits. Directly spearhead the penetration of flagship industrial accounts to secure "lighthouse" partnerships that establish market dominance.
Engineer specialized playbooks tailored to the nuances of the physical economy.
Refine procurement and operational strategies to circumvent legacy hurdles, accelerating time-to-value within complex industrial landscapes.
Team Architecture & People Strategy
Design and execute the organizational structure for the Industrial sales team, moving from initial pods to a full-scale department.
Manage, coach, and develop a team of Sales Directors, ensuring they are effectively leading their respective AEs.
Own the people strategy-hiring, onboarding, and continuous professional development-to ensure we have the best "players" in the industry.
Industrial Market Strategy & Playbook Design
Develop and codify the "Relay Industrial Playbook," including repeatable processes for Trials/POCs, MSA negotiations, and enterprise procurement.
Identify bottlenecks in the sales cycle and implement strategies to increase deal velocity and win rates across all industrial segments (Auto, Steel, Food & Bev, Logistics).
Stay ahead of industrial trends to help Directors refine their specific segment strategies.
Cross-Functional Ecosystem & Roadmap Influence
Act as the primary bridge between the field and internal stakeholders (Product, Engineering, Marketing).
Based on high-level sales feedback, maintain a strong POV on the product roadmap to ensure Relay remains the leader in frontline AI technology.
Ensure seamless internal synchronization between BD, Account Management, and Operations to support massive multi-site deployments.
Who You Are
A Proven Builder: You have a track record of building and scaling sales teams from $10M to $50M+ ARR in the Industrial or Manufacturing space, within an Industrial-focused SaaS or IoT environment.
A Second-Line Leader: You have 3+ years of experience directly managing other managers (Managers, Directors) and understand how to drive results through others.
An Industrial Expert: Deep expertise in the "Physical Economy"-you understand the nuances of plant operations, industrial procurement, and long-term enterprise partnerships.
Process Obsessed: You don't just "sell," you build systems. You have expertise in MSA processes, POC-to-Production conversions, and Salesforce hygiene.
Requirements
Location: Must be based in or willing to relocate to Raleigh, NC (Full-time in-office at our amenity-rich campus).
Experience: 5+ years of Sales leadership, with specific experience (3+ years) as a second-line leader in an Industrial-focused SaaS or IoT environment.
Travel: Ability to travel up to 40% to engage with key customers and support field teams.
Education: Bachelor's degree required; MBA or equivalent experience preferred.
Why Join Relay?
High Impact: 47% of revenue comes from $100K+ ARR customers with a 135% NRR.
Innovation: Work with award-winning AI tools like TeamTranslate™ (500% YoY growth).
Culture: 100% paid health insurance and a commitment to "Best Work In My Life" (BWIML).
If you are a builder who wants to drive a critical, game-changing vertical in a hyper-growth company, we want to hear from you.
About Relay Robotics
Relay Robotics is a robotics company that develops autonomous delivery robots for the food and beverage industry. The company's robots are designed to deliver food and drinks to customers in restaurants and cafes. Relay Robotics was founded in 2015 and is headquartered in San Francisco, California.
