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About the Role
Relay is fundamentally reshaping how goods move in an online era. We're assembling the most talent-dense team the logistics industry has ever seen. Relay’s Mission is to free commerce from friction, envisioning a world where more goods move more freely between more people, making the online shopping experience seamless and accessible to everyone.
Responsibilities
- Own the entire sales system at Relay — strategy, structure, process, and performance across all four segments: Pitstop/Field Sales, Enterprise, Large Parcel, and SME Parcel.
- Set the standards that let each segment lead build well, and be personally accountable for the sum of the results.
- Create the infrastructure and team capabilities that take Relay international over the next few years.
- 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.
- 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.
- 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.
- 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.
- Lead teams remotely across time zones and geographies as Relay expands into the Americas and Europe.
- 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
- Proven capability to lead global and remote teams across time zones and geographies is a requirement — it can't be learned on the job here.
- Led more than one kind of sales motion — for example, high-volume SMB or transactional sales alongside enterprise or mid-market relationship-led sales.
- Comfortable setting standards and managing performance across both.
- Carried a number yourself and led others doing the same.
- Define the metrics that matter, build or oversee the dashboards, and use data to make resourcing and process calls — not gut feel alone.
- Track record of introducing or significantly upgrading forecasting discipline, CRM hygiene, territory design, and comp structures in ways that improved consistency and scalability.
- Think in systems across a multi-year horizon, not just the next quarter.
- Led sales teams across multiple geographies or time zones, ideally including the US and Europe.
- Comfortable setting standards, culture, and expectations remotely.
- Having helped take a company into a new country is a bonus; the core requirement is proven capability.
- Led sales managers or leaders — not just individual contributors — and operated at least one layer removed from the front line.
- Track record of hiring and developing leaders beneath you, and making clear calls about what to centralise versus what to delegate.
- Partnered directly with a CEO, founder, or C-suite on revenue planning and commercial trade-offs.
- Can push back on unrealistic targets while maintaining trust, and can translate company strategy into an actionable, sequenced sales roadmap.
- Introduced new process, data infrastructure, or org structure in a previous role — not only operated within a system someone else built.
- Logistics experience is welcome but not a requirement or a filter.
- Combine strong technical fundamentals with entrepreneurial drive.
Skills
- Sales strategy
- Sales structure
- Sales process
- Performance management
- Data analysis
- Forecasting
- CRM hygiene
- Compensation and quota setting
- Team leadership
- Organizational design
- Global team leadership
- Remote team leadership
- Go-to-market planning
- First-principles thinking
- Tight feedback loops
- Relentless experimentation
Location
- Americas
- Europe
Work Type
- Full-time
- Remote
Experience Level
- Multi-motion sales leader
- Data-driven and structured operator
- Global and remote team builder
- People leader and org designer
- Exec partner
- Builder, not just operator
Education Level
- Advanced degrees across computer science, mathematics and operations research
Benefits
- Generous equity, richer than 99% of European startups, with annual top-ups to share Relay’s success.
- Private health & dental coverage.
- 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).
About the Company
- Relay is fundamentally reshaping how goods move in an online era.
- Backed by Europe’s largest-ever logistics Series A ($35M) led by deep-tech investors Plural, and a recently closed Series B ($60M), Relay is scaling faster than 99% of venture-backed startups.
- We're assembling the most talent-dense team the logistics industry has ever seen.
- Relay’s Mission is to free commerce from friction.
- Today, high delivery costs act as a hidden tax on e-commerce, quietly shaping what can be sold online and limiting who can participate.
- We envision a world where more goods move more freely between more people, making the online shopping experience seamless and accessible to everyone.
- ~160 people, around half in engineering, product and data.
- 45+ advanced degrees across computer science, mathematics and operations research.
- Thousands of data points captured, calculated, analysed and predicted for every single parcel we handle.
- An intellectually vibrant culture of first‑principles thinking, tight feedback loops and relentless experimentation.
Equal Opportunity
- Relay is an equal-opportunity employer committed to diversity, inclusion, and fostering a workplace where everyone thrives.