Raleigh, NC or Remote (candidates should be onsite in Raleigh, NC for onboarding and at least quarterly thereafter)
Relay is a growth-stage tech company in Raleigh, NC, building the System of Action for Physical Operations. Frontline teams catch problems all day and say so over the radio. Almost none of it survives the shift. Relay captures it and turns it into action, through a rugged smart radio that works the way teams already do and a cloud platform that learns the operation, routes issues to the right people, and stays open until they're resolved. Fifteen years innovating in voice, 2 billion messages, 40+ Fortune 500 customers. Now we're expanding our Solutions Engineering team and adding multiple Solutions Engineers to help us scale.
We’ve experienced tremendous growth over the past 5 years as a B2B company and continue to expand our enterprise sales team as a result!
The ideal candidate for this role has deep subject-matter expertise in the industrial and manufacturing sectors.
Why Join Relay?
- Join us as one of our founding Enterprise AEs, helping us make a true impact on one of the fastest-growing verticals for Relay with a massive greenfield opportunity
- Make a Tangible Impact: Our platform directly enhances the lives of frontline workers, improving their responsiveness to customers (72%) and overall efficiency (77%). We've already facilitated over 2.5 billion messages and supported countless deskless workers.
- Be Part of a Winning Team: We're not just growing - we're recognized as a leader in our field. Relay has been honored by Inc. 5000, Deloitte 500, and NC Tech, and we've achieved over 40% YoY revenue growth for two consecutive years.
- Thrive in a World-Class Environment: Our Raleigh campus boasts a fitness center, outdoor sports courts, a cafeteria, and modern workspaces designed to inspire collaboration and innovation.
- Embrace a Vibrant Culture: With over 200 team members, we've cultivated a culture of empowerment and engagement, where every employee is encouraged to do their best work.
- Invest in Your Future: Our comprehensive benefits package prioritizes work/life integration and supports your personal and professional development.
If you're passionate about enterprise SaaS sales, looking to align your work to a bigger mission, and excited to join a company that's shaping the future of frontline work, we encourage you to explore this role further!
Responsibilities and impact:
- Drive Significant Revenue Growth: You will be directly responsible for achieving and exceeding sales targets within the Industrial vertical, contributing significantly to the company's overall revenue objectives.
- Strategic Account Selling: Develop and execute strategic account plans for key enterprise clients in the Industrial sector, focusing on building long-term, mutually beneficial partnerships.
- Identify and Qualify Opportunities: Proactively identify and qualify new enterprise sales opportunities in the Industrial market, understand their unique business challenges, and align our solutions to address them.
- Solution Selling Expertise: Effectively articulate the value proposition of our offerings to executives and key stakeholders within Industrial organizations, demonstrating a deep understanding of their industry and technology landscape.
- Pipeline Management: Maintain a robust, accurate sales pipeline by diligently tracking progress and providing regular forecasts to sales leadership.
- Collaboration and Teamwork: Work closely with internal teams, including SolutionsEngineering, Product Management, and Customer Success, to ensure seamless customer experiences and successful solution deployments.
- Industry Acumen: Stay abreast of industry trends, competitive landscape, and emerging technologies within the Industrial sector to identify new opportunities and maintain a position as a trusted advisor.
Requirements:
- Proven Sales Experience: A minimum of 5-7+ years of successful enterprise sales experience, with a strong track record of quota attainment and exceeding sales targets.
- Industrial Vertical Expertise: Demonstrated success selling SaaS solutions into the Industrial sector (e.g., manufacturing, energy, warehousing, etc.) is highly preferred.
- Software Sales Acumen: Experience selling software solutions to enterprise clients
- Hunter and Farmer Mentality: A strong drive to prospect and acquire new enterprise accounts while also nurturing and growing relationships with existing clients - this role will tilt to the hunter mindset.
- Executive Presence: Ability to confidently and effectively communicate with C-level executives and senior management within large Industrial organizations.
- Solution Selling Skills: Proven ability to understand complex business challenges and articulate the value of technology solutions in addressing those challenges.
- Strong Negotiation and Closing Skills: Excellent negotiation, presentation, and closing skills with a proven ability to navigate complex enterprise deals.
- Technical Aptitude: A strong understanding of technology and the ability to learn and articulate the technical aspects of our solutions.
- Excellent Communication and Interpersonal Skills: Exceptional written and verbal communication, presentation, and interpersonal skills.
- Bachelor's Degree: A Bachelor's degree in a related field (Business, Engineering, etc.) is preferred.
- Travel: Willingness to travel as needed within the assigned territory, up to 50% domestically.
About us: Relay culture, benefits & perks:
Our culture hinges on Relayers getting LIT up in an environment that fosters learning, impact, and teamwork (LIT), where we can do the best work in our lives. We call this BWIML (pronounced bee wimmel = Best Work In My Life)!
It's truly amazing what engaged team members can achieve together. Our ever-evolving list of benefits and perks means you'll be able to integrate work into your whole life, focus on health, perform impactful work, grow and learn in your role, look after yourself/your family, and invest in your future.
At Relay, we offer...
- 100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability, and Life Insurance benefits for you and those who depend on you
- Generous Paid Time Off
- 401(K) Savings Plan + Company Match
- Baby Cash Reward + Paid Parental Leave
- Wellness Perks, including a world-class onsite fitness center with instructor-led classes + locker room, as well as endless outdoor amenities, whether tennis, basketball, cycling, or pickleball is your jam
- Free Snacks and Fun Times
- Latest tech, standing desks, and all the accessories and software you need to succeed in your role
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