Senior Business Development Executive

About the role

You will own the end-to-end commercial strategy for a portfolio of marquee UK retail and brand clients, taking full responsibility for hunting, pitching, and closing new logo deals that move the needle on scale and revenue. You will originate and negotiate platform and marketplace partnerships from scratch, securing agreements that inject thousands of new merchants into our ecosystem and redefine our reach overnight. You will work seamlessly with engineering and product teams to shepherd integrations from initial concept through to certified live status, ensuring technical excellence aligns with commercial ambition. You will act as the primary commercial voice at the industry's biggest events, converting crowded rooms of decision-makers into actionable pipeline and strategic relationships. You will challenge the status quo by helping shape the strategic priorities of the business, rather than merely executing a predefined script handed down from leadership. This role is designed for a leader who treats every interaction as an opportunity to build permanent infrastructure for growth and collaboration. You will thrive on the freedom to operate with founder-level ownership, driving initiatives that define the future of how goods move in the online era.

Key facts

What you'll do

• Prospect, pitch, and close new logo deals with major retail and brand clients shipping in excess of 1m parcels per year, managing the full cycle from discovery to execution.
• Originate and negotiate entirely new platform and marketplace partnerships, landing agreements that place us in front of thousands of new merchants and accelerate network effects.
• Collaborate closely with engineering and product teams to define, build, certify, and launch critical integrations that meet commercial timelines and technical standards.
• Establish enduring partnerships that evolve beyond single transactions, creating infrastructure that fuels long-term growth and repeat collaboration.
• Command the attention of decision-makers at premier industry events, transforming large audiences into qualified opportunities and strategic alliances.
• Co-create the commercial roadmap by determining which opportunities and capabilities get prioritised next based on data, insight, and strategic impact.
• Act as a trusted advisor to C-suite stakeholders, aligning complex commercial objectives with operational realities and technical constraints.
• Own key performance metrics end to end, demonstrating clear causality between your activities and pipeline growth, revenue, and market share gains.

Requirements

• Bring 6 or more years of experience running complex, multi-stakeholder new business sales cycles in a competitive environment, with a proven track record of winning.
• Operate as a commercially sharp leader who is technically fluent enough to partner effectively with platform and engineering teams without needing to write code.
• Thrive in roles that demand more than a single skill set, as you will be expected to excel at both hunting new logos and originating strategic partnerships.
• Build internal playbooks and methodologies from the ground up, taking ownership of how we sell, partner, and scale rather than relying on predefined templates.
• Demonstrate comfort with logistics, parcel, and e-commerce domain language, though how you operate and think matters far more than prior industry credentials.
• Exhibit intellectual rigor rooted in first-principles thinking, using data and experimentation to validate assumptions and de-risk high-stakes decisions.
• Communicate with precision and influence to executives, engineers, and partners, ensuring alignment across technical, commercial, and operational stakeholders.
• Embrace a bias for action, moving quickly to deliver results while fostering a culture of learning from both successes and setbacks.

Nice to have

• Experience selling into high-growth e-commerce businesses and logistics platforms where speed and clarity are paramount.
• A track record of building partnerships that become structural elements of a company's growth strategy.
• Fluency in the nuances of online marketplaces, shipping ecosystems, and logistics technology stacks.
• Comfort operating in fast-moving, ambiguity-tolerant environments where priorities evolve rapidly.
• Evidence of coaching and developing junior team members, elevating the collective performance of the group.

Practical notes

You will work 4 days on-site in Shoreditch, with 1 day remote, ensuring frequent in-person interactions that drive impact and alignment. The role is full-time, and candidates must be available to start promptly given the pace at which Relay is scaling. No specific working hours are stipulated, but the position demands a high degree of ownership, responsiveness, and commitment to meeting commercial targets in a rapidly evolving market.