Senior Manager, Sales
Relay
Salary undisclosed
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Description
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.
- 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’re hiring a Senior Manager, Sales to support our growing sales team. This is a high-impact role for a hands-on sales leader who thrives on helping teams win.
You’ll lead an existing team of Account Executives and partner with them on strategic deals. You’ll coach, guide, and step into live opportunities to help your AEs exceed their targets and grow their impact.
Responsibilities:
Strategic Deal Support
- Partner with AEs on strategic, high-stakes deals, getting hands-on in live opportunities to move them forward and close.
- Guide AEs through deal strategy, stakeholder navigation, and negotiation.
- Step in on key deals to help secure wins and share what works with the broader team.
People Management & Coaching
- Lead, mentor, and coach a team of Account Executives (ICs), fostering a culture of accountability and excellence.
- Provide consistent sales direction and help each AE build a clear path to hitting and exceeding their targets.
- Run team syncs and Quarterly Business Reviews (QBRs) to ensure alignment and peak performance.
Process & Strategy
- Refine sales processes, methodologies, and playbooks based on what’s winning in the field.
- Provide real-time field feedback to sharpen our Ideal Customer Profile (ICP) and messaging.
Cross-functional Collaboration
- Work with Customer Success to ensure smooth onboarding for complex, multi-site deployments.
- Partner with Marketing and Product to align messaging and roadmap with customer needs, and bring customer use cases and requirements back to Product.
Requirements:
- Proven Sales Leadership Experience: A minimum of 3+ years of successful SaaS sales experience, with a strong track record of exceeding sales targets as an IC and 2+ 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.
- Location: This is a Raleigh-based, office-centric role, with flexibility when needed.
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
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.
Benefits
- 401(k)
- paid time off
- parental leave
- life insurance
About this role
Relay is building software that brings data and AI to frontline operations in manufacturing and industrial settings—the 80% of the workforce operating outside traditional office environments. As Senior Manager of Sales, you'd lead a team of Account Executives focused on a high-growth segment, splitting your time between coaching your reps and directly engaging on strategic deals. You'll work hands-on with your AEs on complex, multi-site deployments, help them navigate C-level and Plant Manager conversations, and step in when deals need closing. The role demands someone who can both mentor emerging talent and still operate as a closer.
Success here requires at least three years of SaaS sales experience with a proven track record of hitting targets as an individual contributor, plus two years in a leadership or senior mentorship capacity. You'll need to be comfortable learning and explaining technical platform details in a manufacturing context, and you should have the appetite to help your team prospect and win new logos in what sounds like a relatively greenfield market. A background in industrial or manufacturing sales is valuable; a degree in Business, Engineering, or a related field is preferred.
This is an in-office role based in Raleigh, North Carolina. Relay is a hyper-growth company backed by strong retention metrics and a customer base that includes over 10% of the Fortune 500. Beyond the standard benefits package, the Raleigh headquarters includes an onsite fitness center with classes and courts.
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