Director, Business Development

Overview

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.

Ideally this role is based in Raleigh, NC but we will selectively consider remote employment for our most competitive applicants who demonstrate a strong technology selling background, network and subject matter expertise within the food manufacturing industry.

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

• 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.

• 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

• 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…