Senior Account Executive

The posting

Relay is the system of action for physical operations, serving the 80 percent of the world's workforce that doesn't sit behind a desk - the frontlines. Relay captures what the frontline says and does and turns it into action within the systems they already run, helping teams unlock operational intelligence and improve their communication, safety, and productivity.

Relay’s system combines its powerful software and AI platform with purpose-built next-gen hardware to better connect frontline teams, overcome language barriers by supporting 35 languages, and deliver rapid ROI for its customers. Relay is used by nearly 10 percent of the Fortune 500 and processes over 1 billion data points weekly from nearly 10,000 sites. Relay solutions are deployed across sectors like manufacturing, hospitality, healthcare, and more.

Now, here’s what we’re building, and where you come in.

We’re hiring a Senior Account Executive to own the full sales cycle for Mid-market customers. You’ll own the entire sales cycle, from building your own pipeline and working inbound leads to running discovery, demos, and negotiation through close. You’ll win by showing frontline teams how Relay changes the way they work.

This role would be based in our HQ in Raleigh and we follow an office-centric culture with flexibility as needed.

Responsibilities (what you’ll do):

• Own the full sales cycle, from first conversation to signed contract, for mid-market accounts, and consistently meet or exceed your quota
• Generate your own pipeline alongside inbound leads through outbound prospecting, networking, and account research
• Run discovery to understand each prospect’s business, frontline workflows, and use cases, then tie Relay to measurable outcomes
• Deliver persuasive presentations and demos to individual stakeholders and to large groups of executives
• Engage and build consensus across multiple stakeholders, including operations, IT, finance, and executive sponsors
• Run pilots when they’re the right way to prove value and move a deal forward
• Handle objections, negotiate pricing and contracts, and drive deals to close
• Forecast accurately and keep clean contact and opportunity data in the CRM
• Partner closely with Customer Success and Operations so customers onboard smoothly and get maximum value from Relay
• Build deep knowledge of Relay’s products and of industry trends in our key verticals
• Travel periodically to events to meet prospects, give in-person demos, and generate new pipeline

Experience, qualifications, and skills (what you’ll have):

• 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 mid-market customers.
• Executive Presence: Ability to confidently and effectively communicate with C-level executives and senior management within 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 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, based in the Raleigh, NC area

About Relay | Culture, Benefits & Perks

Our culture hinges on Relayers getting LIT up in an environment that fosters Learning, Impact, and Teamwork, where we CHASE the best work of our lives. We call this BWIML (Best Work In My Life).

At Relay, we offer:

• 100% Paid Insurance: Health, Dental, Vision, Long/Short Term Disability, and Life Insurance for you and your dependents
• Generous Paid Time Off
• 401(k) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks: If you’re joining our Raleigh-based HQ, you’ll have access to a world-class onsite fitness center with instructor-led classes, plus tennis, basketball, pickleball, and cycling

We use AI tools to transcribe and summarize interviews for internal hiring purposes. Transcripts are accessible only to authorized hiring personnel and retained consistent with our data retention policies. Candidates who prefer not to have AI notetaking used may request to opt out without impact to your candidacy. For more information, please see our Candidate and Employee Privacy Notice linked here.