Enterprise Account Executive

Job Description

Raleigh, NC or Remote (candidates should be onsite in Raleigh, NC for onboarding and at least quarterly thereafter)

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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.

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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.

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Relay has raised over $90M, including its $36M latest round of funding, announced in Sept 2026. Armed with this capital, proven Product-Market fit, and a solution that is unique amongst competitors, Relay is quickly scaling its GTM team to help capture the $100 billion total addressable market Relay can serve. A key role we are scaling on this GTM team is Enterprise Account Executive (EAE). The EAE team will not only be armed with a market-leading product but also be well supported by a strong support cast of Solution Engineers, Value Engineers, Enterprise CSM, and more to help ensure successful pilots to demonstrate clear and rapid ROI, in addition to well-executed deployment plans at scale.

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The ideal candidate for this role has both proven enterprise-level sales success with six- to seven-figure ARR deals and deep subject-matter expertise in Industrial sectors.

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Why Join Relay?

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• Join us as an Enterprise AEs, helping us make a true impact on one of the fastest-growing verticals for Relay with a massive greenfield opportunity
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• 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.
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• Be Part of a Winning Team: We're not just growing - we're recognized as a leader in our field. Relay has been honored by Inc. 5000 (#830), Deloitte 500, and NC Tech..
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• Thrive in a World-Class Environment: Our Raleigh campus boasts a fitness center, outdoor sports courts, a cafeteria, and modern workspaces designed to inspire collaboration and innovation.
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• Embrace a Vibrant Culture: With nearly 300 team members, we've cultivated a culture of empowerment and engagement, where every employee is encouraged to do their best work.
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• Invest in Your Future: Our comprehensive benefits package prioritizes work/life integration and supports your personal and professional development.
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If you're passionate about Physical AI and/ or enterprise SaaS sales, looking to align your work to a bigger mission, and excited to join a company that's shaping the future of frontline work, we encourage you to explore this role further!

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Responsibilities and impact:

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• Drive Significant Revenue Growth: You will be directly responsible for achieving and exceeding sales targets within the Industrial vertical, contributing significantly to the company's overall revenue objectives.
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• Strategic Account Selling: Develop and execute strategic account plans for key enterprise clients in the Industrial sector, focusing on building long-term, mutually beneficial partnerships.
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• Identify and Qualify Opportunities: Proactively identify and qualify new enterprise sales opportunities in the Industrial market, understand their unique business challenges, and align our solutions to address them.
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• Solution Selling Expertise: Effectively articulate the value proposition of our offerings to executives and key stakeholders within Industrial organizations, demonstrating a deep understanding of their industry and technology landscape.
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• Pipeline Management: Maintain a robust, accurate sales pipeline by diligently tracking progress and providing regular forecasts to sales leadership.
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• Collaboration and Teamwork: Work closely with internal teams, including SolutionsEngineering, Product Management, and Customer Success, to ensure seamless customer experiences and successful solution deployments.
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• Industry Acumen: Stay abreast of industry trends, competitive landscape, and emerging technologies within the Industrial sector to identify new opportunities and maintain a position as a trusted advisor.
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Requirements:

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• Proven Sales Experience: A minimum of 5-7+ years of successful enterprise sales experience, with a strong track record of quota attainment and exceeding sales targets.
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• Industrial Vertical Expertise: Demonstrated success selling SaaS solutions into the Industrial sector (e.g., manufacturing, energy, warehousing, etc.) is highly preferred.
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• Software Sales Acumen: Experience selling software solutions to enterprise clients
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• Hunter and Farmer Mentality: A strong drive to prospect and acquire new enterprise accounts while also nurturing and growing relationships with existing clients - this role will tilt to the hunter mindset.
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• Executive Presence: Ability to confidently and effectively communicate with C-level executives and senior management within large Industrial organizations.
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• Solution Selling Skills: Proven ability to understand complex business challenges and articulate the value of technology solutions in addressing those challenges.
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• Strong Negotiation and Closing Skills: Excellent negotiation, presentation, and closing skills with a proven ability to navigate complex enterprise deals.
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• Technical Aptitude: A strong understanding of technology and the ability to learn and articulate the technical aspects of our solutions.
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• Excellent Communication and Interpersonal Skills: Exceptional written and verbal communication, presentation, and interpersonal skills.
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• Bachelor's Degree: A Bachelor's degree in a related field (Business, Engineering, etc.) is preferred.
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• Travel: Willingness to travel as needed within the assigned territory, up to 50% domestically.
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About us: Relay culture, benefits & perks:

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Our culture hinges on Relayers getting LIT up in an environment that fosters learning, impact, and teamwork (LIT), where we can do the best work in our lives. We call this BWIML (pronounced bee wimmel = Best Work In My Life)!

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It's truly amazing what engaged team members can achieve together. Our ever-evolving list of benefits and perks means you'll be able to integrate work into your whole life, focus on health, perform impactful work, grow and learn in your role, look after yourself/your family, and invest in your future.

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At Relay, we offer...

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• 100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability, and Life Insurance benefits for you and those who depend on you
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• Generous Paid Time Off
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• 401(K) Savings Plan + Company Match
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• Baby Cash Reward + Paid Parental Leave
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• 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
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• Free Snacks and Fun Times
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• Latest tech, standing desks, and all the accessories and software you need to succeed in your role
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