---
title: 'Director of Sales - Segment Leader at Relay'
canonical: 'https://feeny.ai/job/director-of-sales-segment-leader-relay-raleigh-pm1aek5y14nk'
type: 'job'
last_seen: '2026-09-13'
---

# Director of Sales - Segment Leader at Relay

- **Company:** Relay
- **Location:** Raleigh, NC
- **Posted:** 2025-11-26
- **Last confirmed live:** 2026-09-13
- **Apply:** https://job-boards.greenhouse.io/relaypro/jobs/7430178

## Job description

Director, Sales (Segment Leader)

[Relay](https://relaypro.com/) is the Intelligent System of Action for the physical economy. While the digital revolution has often left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren't just selling radios, we’re building the digital foundation for the 80% of the global workforce that doesn't work at a desk.

Why Join Relay?

- A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact.
- High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation.
- Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth.
- World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones.
- The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day.

Now, here’s what we’re building, and where you come in.

We are hiring a Director of Sales to lead our most critical industrial segments. This is a high-impact leadership role designed for a master of the enterprise deal who thrives on building high-performing teams from the ground up. Initially reporting to the VP of Sales, you will lead a "pod" of Account Executives and own the strategy for 2-3 proven segments (including Auto, Steel, Food & Bev, and Logistics) or a "General" industrial category

Reporting to the VP of Sales, you will serve as a segment leader, capturing the massive demand we are seeing in the evolving industrial sector, specifically in auto, logistics, food and beverage, and/or steel.

Responsibilities:

Enterprise Deal Mastery

- Success is defined by the ability to leverage personal, proven pro-level experience navigating complex enterprise deals and then codify that success into a scalable team structure.
- Directly oversee and guide AEs through complex, high-stakes enterprise sales cycles.
- Personally intervene and "master" the closing of lighthouse deals within major industrial accounts.
- Refine sales processes and playbooks to navigate the procurement and operational nuances of the physical economy.

People Management & Team Leadership

- Provide consistent sales direction for the segment, with the goal of growing revenue and the team as demand and opportunity warrant.
- Lead, mentor, and scale a pod of Account Executives (ICs), fostering a culture of accountability and excellence.
- Run internal pod syncs and Quarterly Business Reviews (QBRs) to ensure alignment and peak performance.
- Recruit, hire, and train high-performing talent as your segment scales.

Revenue Strategy:

- Provide high-impact, real-time field feedback to sharpen our current ICP and messaging, ensuring our near-term wins align with the long-term segment vision.
- Develop and refine sales processes, methodologies, and playbooks that address the unique procurement and operational nuances of assigned segments.
- Partner with Marketing and Product to ensure our messaging and roadmap align with the modern, digital transformation needs of customers

Cross-functional Collaboration:

- Work with Customer Success to ensure smooth onboarding for complex, multi-site deployments. Serve as the primary internal coordinator for Account Management and Business Development to ensure seamless deal execution.
- Collaborate with Product Management to communicate specific segment use cases and technical requirements, influencing the product roadmap. Provide real-time field feedback to sharpen our Ideal Customer Profile (ICP) and product roadmap.
- Partner with Marketing and Product teams to align our messaging with the digital transformation needs of modern manufacturing and logistics plants

Requirements:

- Proven Sales Leadership Experience: A minimum of 7+ years of successful enterprise sales experience, with a strong track record of exceeding sales targets as an IC and 3+ years of experience in a leadership or senior mentorship capacity.
- Ability to confidently and effectively communicate with C-level executives and Plant Managers within organizations focused on industrial/manufacturing customers.
- Hunter Mentality: A relentless drive to lead reps to prospect and win new logos in a "greenfield" segment.
- Technical Aptitude: Ability to learn and articulate the technical aspects of our platform and how it integrates into a modern manufacturing environment.
- Bachelor’s Degree: A Bachelor’s degree in Business, Engineering, or a related field is preferred.

Nice to have:

- Experience selling SaaS or IoT into industrial sectors (Auto, Steel, Food & Bev, Logistics) is a strong plus, though we are flexible with candidates who have exceptional enterprise leadership skills.

## 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.

We use AI tools to transcribe and summarize interviews for internal hiring purposes. Transcripts are accessible only to authorized hiring personnel and retained consistent with our data retention policies. Candidates who prefer not to have AI notetaking used may request to opt out without impact to your candidacy. For more information, please see our Candidate and Employee Privacy Notice [linked here.](https://relaypro.com/legal/candidate-privacy-notice/)

## About Relay

## Company Overview
- **One-liner**: Relay is a cloud-based communications platform that replaces outdated radios with voice-first technology, real-time translation, GPS tracking, and safety alerts for frontline workers.
- **Entity Type**: Private (Series B, raised $35M in June 2024)
- **Headquarters**: Raleigh, North Carolina, United States
- **Founded**: Year not publicly available (company appears to have launched product in the early 2020s)
- **Founders**: Not publicly available

## Core Business
- Primary industry/industries: Mobile computing software products, frontline communications, worker safety
- Target customers: B2B – enterprises with deskless teams in hospitality, manufacturing, logistics, healthcare, industrial markets
- Mission or purpose statement: "Empower the people who keep the world running – with technology that makes their jobs safer, easier, and more connected."

## Products & Services
- **Relay Cloud Platform**: SaaS + hardware (smart radio) – voice-first communication with real-time translation in 30+ languages, GPS location tracking, panic/emergency alerts, and operational insights. Works over WiFi and cellular.
- **Relay Mobile App**: Extends the platform to smartphones for frontline workers.
- **Operational Insights**: Cloud-based data analytics that provide leaders with visibility into team productivity, location, and communication patterns.

## Market Standing
- **Valuation/Market Cap**: Not publicly available
- **Key Metric**: Total Funding $48M (Series B $35M led by G2 Venture Partners in June 2024; Series A $13M in April 2023)
- **Notable Investors/Partners**: G2 Venture Partners (lead Series B); other investors not disclosed
- **Growth Signals**: 
  - Headcount grew ~35.6% YoY to 258 employees
  - 2.5B+ messages delivered, 1M+ users, 2,500+ customers
  - Recognized as one of the fastest-growing private companies in the US (Inc. 5000, Deloitte Fast 500)
  - Named NC Tech's North Carolina-based Company of the Year
  - Active job postings increased 366.7% YoY (28 open roles as of mid-2026)

## Competitive Advantages
- Real-time, cloud-native platform replaces legacy two-way radios (static channels, limited range)
- Built-in AI for situational awareness, automated decision support, and language translation (30+ languages)
- Integrated safety features: panic alerts, location tracking, emergency broadcasting
- Single platform unifies voice, data, and analytics for frontline teams across devices (hardware + mobile)
- "Physical AI" approach – operates in real-world environments, not just dashboards

## Strategic Focus
- Expanding AI-native capabilities to turn unstructured operational data into coordinated action
- Targeting industries with large deskless workforces (hospitality, manufacturing, logistics, healthcare)
- Scaling enterprise sales and customer success (multiple open roles in sales, CS, product)
- Building a "human-in-the-loop" intelligent system for frontline operations

## Why Work Here
- **Mission-driven**: Directly improves safety and productivity of frontline workers who power the global economy.
- **Culture**: Values include adaptability, empathy, hunger to learn, and service to others. Described as "empowerment, engagement, and growth" with a focus on builders.
- **Work Environment**: Raleigh HQ near downtown with modern campus (fitness center, basketball/volleyball courts, soccer fields, gourmet cafeteria). Flexible working policy (hybrid/remote options for many roles).
- **Benefits**: 100% paid health/dental/vision insurance, 401(k) company match (up to 3%), generous PTO (closed Dec 24–Jan 1), paid sick leave, paid parental leave + $500 baby birth cost assistance, annual floating holiday.
- **Perks**: Latest Macbooks, standing desks, free snacks and coffee, regular team events.
- **Team**: ~258 employees (as of mid-2026), with strong growth trajectory. Veteran executive team with multiple exits.
- **Engineering**: Building next-gen Physical AI – opportunity to work on embedded systems, site reliability, and product engineering.

## Sources
1. [relaypro.com - About Us](https://relaypro.com/about-us/)
2. [relaypro.com - Careers](https://relaypro.com/careers/)
3. [relaypro.com - Home](https://relaypro.com/)
4. [Greenhouse - Job Board](http://job-boards.greenhouse.io/relaypro)
5. [LinkedIn - Company Profile](https://www.linkedin.com/company/relaypro)

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