Description
Relay is fundamentally reshaping how goods move in an online era.
As Sales Director, you'll own the entire sales system at Relay , strategy, structure, process, and performance across all four of our segments: Pitstop/Field Sales, Enterprise, Large Parcel, and SME Parcel.
Responsibilities
Sales strategy and structure
- Design the shape of Relay's sales organisation across all four segments , how they relate, where they overlap, how resource is prioritised
- Define the sales motion for each segment: who it sells to, how, and through which channel
- Keep strategy current as the business and market evolve
Data and performance management
- Set the metrics that matter across pipeline, conversion, quota attainment, and productivity
- Build or oversee the dashboards that surface them
- Use data to make decisions on resourcing, territory design, and where to invest or pull back , instinct complements data here, it doesn't replace it
Process, structure, and scalability
- Own the sales playbook, forecasting cadence, deal review process, CRM hygiene standards, and comp and quota-setting principles
- Upskill and coach the existing team on pitch, process, and performance
- Build infrastructure that scales for the next three years, not just today's headcount
Team leadership and org design
- Lead the four segment sales leads (Pitstop/Field, Enterprise, Large Parcel, SME Parcel) and any central sales ops or enablement partners
- Decide what's centralised across functions versus what each segment lead owns locally
- Hire, develop, and coach those leads so each can build out their patch well
Global and remote team leadership
- Lead teams remotely across time zones and geographies as Relay expands into the Americas and Europe
- Proven capability to do this is a requirement , it can't be learned on the job here
Exec partnership and GTM planning
- Partner with the CCO and other function leads on revenue planning, headcount decisions, and commercial trade-offs
- Translate company strategy into a sequenced sales roadmap and GTM direction
- Push back clearly when targets or timelines aren't realistic
Requirements
- Multi-motion sales leader. You've led more than one kind of sales motion , for example, high-volume SMB or transactional sales alongside enterprise or mid-market relationship-led sales.
- Data-driven and structured operator. You define the metrics that matter, build or oversee the dashboards, and use data to make resourcing and process calls , not gut feel alone.
- Global and remote team builder. You've led sales teams across multiple geographies or time zones, ideally including the US and Europe.
- People leader and org designer. You've led sales managers or leaders , not just individual contributors , and operated at least one layer removed from the front line.
- Exec partner. You've partnered directly with a CEO, founder, or C-suite on revenue planning and commercial trade-offs.
- Builder, not just operator. You've introduced new process, data infrastructure, or org structure in a previous role , not only operated within a system someone else built.
Compensation, Benefits & Workplace
- Generous equity, richer than 99% of European startups, with annual top-ups to share Relay’s success.
- Private health & dental coverage, so comprehensive you’d need to be a partner at a Magic Circle law firm to match it.
- 25 days of holidays
- Enhanced parental leave.
- Hardware of your choice.
- Extensive perks (gym subsidies, cycle-to-work, Friday office lunch, covered Uber home and dinner for late nights, and more).