Solutions Engineer

Forward Deployed Engineer

Raleigh, NC

Relay is building the next generation of human-in-the-loop Physical AI — intelligent systems that don't just live in data centers and dashboards, but operate in the real world: embedded in the workflows of the people who build, move, and maintain the physical infrastructure of the modern economy.

Our Relay platform brings AI-native situational awareness, real-time operational intelligence, and automated decision support to frontline environments. Where legacy software stops at the edge of the office, Relay's platform goes all the way to the floor — turning unstructured operational data into coordinated action, at scale, in real time.

FDEs are not demo specialists or proposal writers. They are the technical edge of Relay's customer engagement — engaging on-site with manufacturers, integrating directly with production systems, and deploying real AI solutions to real operational environments. If the choice is between a polished slide and a working deployment, we choose the deployment every time.

This role demands the technical depth of an engineer and the business instinct of a founder. It is high-autonomy, high-accountability, and high-impact. The best FDEs at Relay don't just win deals — they define the technical frontier of what Physical AI can do in manufacturing.

We're not selling software. We're deploying capability. And our Forward Deployed Engineers are the ones who make it real.

This is not a traditional sales engineering role. FDEs at Relay are builders and operators first. You will architect and implement AI-driven solutions directly alongside customers, own technical deployments, and serve as the primary technical authority across the entire pre-sales and initial operationalization lifecycle.

In the manufacturing sector, this means operating at the intersection of production systems, operational data, and Physical AI — turning complex plant-floor realities into working, deployed solutions that measurably transform how manufacturers run their operations, with a focus on Automotive, Food & beverage, Steel and Paper manufacturing.

You'll work directly with plant leadership, IT and OT teams, and C-suite stakeholders. You'll write code, configure integrations, build PoCs, and run deployments in the field. You'll be the person who, when a strategic deal's technical credibility is on the line.

Key Responsibilities

• Pre-Sales & AI Solution Architecture
  • Partner with Business Development and Enterprise Sales to deeply understand manufacturing customers' operational environments, technical constraints, and transformation goals.
  • Architect sophisticated solutions on Relay's platform — including complex wireless deployments (Cellular/WiFi), custom integrations, and AI-driven workflow automation — tailored to production environment realities.
  • Design and deliver highly customized technical demonstrations and presentations to operational, IT, and executive stakeholders, including C-suite and plant leadership.
  • Own the development, hands-on implementation, and management of Proof-of-Concept deployments that prove transformative value in live manufacturing environments.
• Field Deployment & Technical Leadership
  • Act as the primary technical authority for strategic customers across the full pre-sales and initial deployment lifecycle.
  • Lead technical diligence processes end-to-end: RFPs, RFIs, security questionnaires, IT architecture reviews, and integration complexity assessments for AI deployments.
  • Drive the discovery of "emerging solutions" — novel AI integrations, new models, custom operational intelligence tooling — directly with customers, from first deployment through initial operationalization.
  • Proactively identify, address, and overcome technical objections, securing buy-in from manufacturing IT, OT teams, and operational leadership on Physical AI adoption.
  • Contribute technical substance to proposals, Statements of Work, and commercial negotiations, grounding the value case in deployed reality.
• Enablement & Knowledge Transfer
  • Meticulously document AI solution architectures, API utilization patterns, Relay platform configurations, and integration schemas developed during pre-sales and early deployment.
  • Lead thorough handover sessions to Customer Success and Operations for standardized solutions, ensuring downstream teams have the technical context and design rationale to succeed.
  • Serve as escalation point for implementation and post-deployment teams on complex technical issues.
  • Directly support "emerging solutions" until they mature into standardized, transferable deployments.
• Cross-functional Influence
  • Synthesize field intelligence from manufacturing deployments into structured, actionable product feedback for the Product team — identifying feature gaps, integration friction, and emerging customer requirements.
  • Collaborate with Operations to build deployment playbooks for new Physical AI solution types.
  • Partner with Security and Support to develop institutional knowledge around common technical and compliance diligence in manufacturing AI deployments.
  • Develop technical enablement assets — capability one-pagers, architecture diagrams, and integration cheat sheets — for BD and Enterprise Sales.
  • Contribute to external technical content: Physical AI whitepapers, manufacturing case studies, and conference talks.

Required Qualifications:

• 1–3+ years in a customer-facing technical role — Forward Deployed Engineer, Sales Engineer, Solutions Architect, or Technical Analyst — in enterprise software, SaaS, AI, or data infrastructure.
• Demonstrated ability to translate complex manufacturing or industrial business problems into sophisticated, AI-driven technical solutions using SaaS platforms and APIs.
• Hands-on experience building, implementing, and delivering compelling technical demonstrations and working PoC deployments using modern AI/ML tooling and APIs.
• Experience leading enterprise technical diligence — RFPs, security reviews, IT architecture evaluations.
• Ability to write code and build working prototypes in the field; fluency in modern web technologies and at least one scripting or application language.
• Exceptional communication skills, with the ability to move between deep technical depth and executive-level business narrative without losing precision in either direction.
• High tolerance for ambiguity; comfortable operating in the fast-moving, undefined territory of emerging Physical AI applications.
• Bachelor's degree in Computer Science, Engineering, or equivalent practical technical experience.

Strong Advantage:

• Direct experience with manufacturing operations, OT/IT convergence, industrial systems, or plant-floor environments.
• Familiarity with real-time operational data systems, IoT infrastructure, or industrial automation platforms.
• Prior experience in a true FDE model — embedded field engineering, not demo-and-handoff.

Travel:

• Up to 50% domestic travel to meet with prospective customers and support sales and initial implementation engagements, particularly for strategic AI opportunities.

About us: Relay culture, benefits & perks:

First and foremost, 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 (Best Work In My Life)!

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.

At Relay, we offer:

• 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

At Relay, we're building something special, and we believe our relationships with each other and our customers are the foundation of our success. This is a fully onsite role at our Raleigh, NC headquarters, with up to 50% travel expected. In-office presence is the norm when not traveling.