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Relay · 11 hours ago

Director, Sales

Raleigh, NC

Full-time

Onsite

Lead/Staff, Director/Executive

5+ years exp

Relay is a cloud-based technology platform that helps frontline teams improve communications and productivity. The Director of Sales will own revenue targets and lead the sales team in developing and executing effective sales strategies while collaborating with other departments to achieve growth objectives in the industrial market segment.

Communication HardwareGPSProductivity ToolsSoftware

Responsibilities

Own and be accountable for the revenue targets for mid-market and enterprise sales teams

Develop and implement sales strategies and tactics to consistently achieve and exceed assigned revenue goals

Accurately forecast sales performance and proactively identify and mitigate risks to revenue attainment

Translate the overarching go to market strategy, developed in partnership with the Director of Industrial Market Strategy and BVP of Sales, into actionable sales plans and initiatives

Develop and refine sales processes, methodologies, and playbooks tailored to the specific needs and nuances of various markets and segments

Lead the effort in defining ideal customer profiles (ICPs) within the target industrial segments, in close collaboration with the Director of Industrial Market Strategy

Continuously evaluate and optimize sales strategies based on performance data, market feedback, and competitive dynamics

Recruit, hire, train, and mentor a high-performing team of industrial sales professionals (Account Executives, Sales Development Representatives, etc.)

Set clear performance expectations, provide ongoing coaching and feedback, and conduct regular performance reviews

Foster a culture of accountability, collaboration, and continuous improvement within the industrial sales team

Ensure the sales team is proficient in articulating the company’s value proposition and how it uniquely addresses the needs of industrial customers, leveraging the market and product education provided by the Director of Industrial Market Strategy

Embody a player-coach mentality by actively participating in key sales cycles

Lead the team in actively identifying, qualifying, and closing new business opportunities within the target industrial segments

Develop and execute strategies for expanding our footprint within existing industrial accounts, driving upsells and cross-sells in line with our flywheel selling strategies

Personally engage face-to-face with key strategic accounts and prospects to build strong relationships and drive significant deals

Work closely with the Director of Industrial Market Strategy to provide real-time feedback from the field, informing market understanding, strategy adjustments, and the identification of new opportunities

Collaborate with Marketing to ensure alignment on lead generation efforts, sales collateral development, and messaging that resonates with the industrial audience

Partner with Product Management to communicate customer needs and market trends, influencing the product roadmap to better serve the industrial market

Work with Customer Success to ensure smooth customer onboarding, adoption, and ongoing satisfaction, fostering long-term partnerships and identifying opportunities for expansion

Establish and track key sales metrics and KPIs to monitor performance and identify areas for improvement

Provide regular and accurate sales reports to the VP of Sales and other stakeholders

Analyze sales data to identify trends, opportunities, and challenges, and develop data-driven strategies to optimize sales effectiveness

This role owns critical revenue outcomes and is directly responsible for leading the sales team to achieve those targets through effective execution of sales strategies and tactics

This leader must inspire and motivate the sales team, providing clear direction, removing obstacles, and fostering a results-oriented culture

Qualification

Sales Leadership ExperienceIndustrial Vertical ExpertiseSoftware Sales AcumenNegotiation SkillsSolution Selling SkillsTechnical AptitudeBachelor's DegreeCommunication SkillsInterpersonal Skills

Required

Proven Sales Leadership Experience: A minimum of 5+ years of successful enterprise sales experience, with a strong track record of exceeding sales targets as an IC and progressive leadership experience leading top selling enterprise reps

Industrial/Manufacturing Vertical Expertise: Demonstrated success selling SaaS tech and/or IoT into the Industrial sector (e.g., manufacturing, energy, warehousing, etc.) is a must have for this role

Software Sales Acumen: Experience selling software solutions to enterprise clients is strongly preferred

Executive Presence: Ability to confidently and effectively communicate with C-level executives and senior management within large Industrial 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 enterprise 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

Benefits

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 + Paid Parental Leave

Wellness Perks, including a world-class onsite fitness center with instructor led classes + locker room as well as endless outdoor amenities whether tennis, basketball, cycling, or pickleball is your jam

Free Snacks and Fun Times

Latest tech, standing desks, and all the accessories and software you need to succeed in your role