Director, Business Development

Relay, a Raleigh-based tech startup, is poised to revolutionize communication by empowering frontline workers. Our mission is both meaningful and ambitious. We recognize that frontline workers are the backbone of our economy, and we are committed to creating a device and cloud platform that enhances their efficiency, safety, and overall experience. Our innovative cloud solution leverages real-time communication, location data, and powerful insights, setting the new standard for frontline work. At Relay, we've pioneered an entirely new product category, comprising a robust, internet-enabled smart device and accompanying software suite. This breakthrough technology is already disrupting the B2B handheld radio industry and elevating the capabilities of frontline workers in various sectors. With proven product-market fit and a user-centric design that addresses genuine customer pain points, we are expanding our strategic Business Development team to support and drive our remarkable growth.

We're hiring for a Director, Business Development.

This role is a tremendous opportunity to influence the growth trajectory of a scaling startup alongside a veteran team. This person will be a leading contributor on a small but mighty Business Development team responsible for guiding Relay’s expansion into strategic new segments as well as gaining a foothold and growing our company’s most important customer relationships. Success in this role is defined by your ability to enable scaled revenue generation.

Face time with customers is crucial for success in this role, and up to 40% domestic travel is required.

What you will do:

• Drive scaled revenue growth with strategic prospects & customers through proactive outreach to new and existing Fortune 500 customers.
• Identify and refine criteria for targeted account partnerships that represent multi-million dollar, multi-year revenue opportunities
• Structure & close proof of concepts with clients, and partner with internal Product and Customer Success teams on the implementation to drive success and learnings that influence the trajectory of the business opportunity.
• Develop and deliver comprehensive business plans to address account priorities aligned with business issues.
• Provide accurate forecasting, reporting and insights for strategic business opportunities.
• Build customer specific proposals and negotiate and close contractual arrangements.
• Create & articulate specific value propositions around Relay products for strategic partners.
• Identify, develop and maintain long-term executive level relationships with top prospects and key accounts.
• Provide initial product demonstrations and general support to prospective customers.
• Provide timely and insightful input back to other corporate functions.
• Understand company's competition and effectively position solutions against them.

What you will bring to this role:

• 5-10+ years in a revenue-generating or growth-oriented role, specifically in the industrial/manufacturing/warehousing industries
• Experience navigating complex external organizations to drive business opportunities
• Highly relational approach to customer relationships
• Ability to deal with ambiguity and shifting priorities
• Strong intrinsic desire to succeed and the ability to self-motivate to drive outcomes
• Curiosity and a constant desire to learn
• Willingness to travel up to 40% domestically
• Entrepreneurial interest and passion for the startup space

Why Join Relay?

• Join us early in our journey of building out the BD motion, 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 215 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.

About us: company, culture & perks:

We have a culture where we empower our Relayers to do the best work in their lives. We call this idea BWIML (pronounced bee wimmel = Best Work In My Life). It's truly amazing what happy, engaged team members can achieve. Our ever evolving list of benefits means you'll be able to achieve work/life balance, stay healthy, perform impactful work, grow in your role, look after yourself/your family, and invest in your future. At Relay, we offer...

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 + Robust Paid Parental Leave
• Wellness Perks
• Free Snacks and Fun Times
• Latest tech, standing desks, and all the accessories and software you need to succeed in your role

Please note all finalist candidates must complete a successful background and reference checks prior to employment with Relay.

The Relay Hybrid Work Model

At Relay, relationships are at the core of everything we do - and this translates to how we approach our customers and our work internally. Relay strives to be long-term relational partners versus transactional vendors to our customers. Internally, Relayers endeavor to build authentic, caring, and trusted relationships with each other. With these principles in mind, and because we believe relationships are formed more quickly and deeply in-person, we greatly value the power of collaborating together with our customers on-site at their properties, and with each other in our spectacular and amenity-rich office.

Our relational approach is also at the heart of why we ask all Relayers in our hybrid model to work from the office a minimum of 3 days per week on Mondays, Wednesdays, and Fridays.

At this time Relay is unable to provide sponsorship for employment. In order to be considered for employment, applicants must be currently legally authorized to work in the US and not require future sponsorship in order to continue working for Relay.