Director of Sales - Segment Leader

About the role

The position reports to the VP of Sales and owns the end-to-end commercial execution for assigned segments in the physical economy.

Leaders set direction and build the conditions for their teams to succeed. They hire, coach, and hold people accountable. Leadership work spans strategy, communication, and decision making. Effective leaders give clear context and remove obstacles for the people who report to them. Leadership roles are measured by team outcomes, retention, and delivery. Most organizations expect leaders to be visible, predictable, and generous with context.

Key facts

What you'll do

Complex enterprise deals are overseen and guided to ensure successful execution across multi-site deployments.

Lighthouse deals within major industrial accounts are personally mastered to capture high-value demand in auto, logistics, food & beverage, and steel.

A pod of Account Executives is led, mentored, and scaled to grow revenue and team performance as opportunity warrants.

High-performing talent is recruited, hired, and trained to build a scalable team capable of meeting segment targets.

Field feedback is provided in real time to sharpen the Ideal Customer Profile and align messaging with customer needs.

Collaboration with Customer Success ensures smooth onboarding for complex, multi-site deployments and seamless deal execution.

Requirements

A minimum of 7 years of successful enterprise sales experience is required, including 3 years in leadership or senior mentorship roles.

C-level executives and plant managers in industrial and manufacturing environments are communicated with effectively and confidently.

A hunter mentality drives prospecting and winning new logos in a greenfield industrial segment.

Technical aspects of the Relay platform are learned and articulated for modern manufacturing environments.

A Bachelor's degree in Business, Engineering, or a related field is preferred.

Practical notes

This role is based in Raleigh, NC, and may include travel within the assigned segments. The position operates under our standard data retention and privacy practices, including interview transcription used for hiring decisions. Typical interview steps

Leadership hiring usually includes a strategy case, a people scenario, and a values conversation. Candidates may be asked to turn around a struggling team or plan for growth. Past results are examined closely, especially how decisions were made. Interviewers dig into specific decisions you made and their consequences. Preparing two or three decision stories with numbers and lessons is the best use of time.

Good to know

The platform captures large volumes of operational data and applies AI tools to industrial environments. The role requires experience selling into sectors such as auto, steel, food & beverage, and logistics. Strong process discipline and mentorship skills are essential in a fast-growth, enterprise sales context.

Questions to ask

Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.

Career growth

Leadership careers move from manager to senior manager, director, and executive roles. Each step adds more scope and more responsibility for outcomes. The best leaders keep learning how to delegate, communicate, and decide. Leadership careers reward a record of building and developing people. The higher you go, the more your communication shapes the whole organization.

About the company

Relay is building the web3 messenger. We are looking for talented and motivated front-end engineers of all experience levels. Relay engineers thrive in a high-growth, high-velocity environment where success depends on the highest levels of communication, code quality, and pragmatism.