Director of Sales - Segment Leader

Director, Sales (Segment Leader) Relay 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. , 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.

Requirements

, influencing the product roadmap. Provide real-time field feedback to sharpen our Ideal Customer Profile (ICP) and product roadmap.