Commercial Director

Relay is fundamentally reshaping how goods move in an online era. Backed by Europe’s largest-ever logistics Series A ($35M) led by deep-tech investors Plural, and a recently closed Series B ($95M), Relay is scaling faster than 99% of venture-backed startups. We're assembling the most talent-dense team the logistics industry has ever seen

Relay’s Mission is to free commerce from friction. Today, high delivery costs act as a hidden tax on e-commerce, quietly shaping what can be sold online and limiting who can participate. We envision a world where more goods move more freely between more people, making the online shopping experience seamless and accessible to everyone.

THE TEAM
• ~160 people, around half in engineering, product and data
• 45+ advanced degrees across computer science, mathematics and operations research
• Thousands of data points captured, calculated, analysed and predicted for every single parcel we handle
• An intellectually vibrant culture of first‑principles thinking, tight feedback loops and relentless experimentation

The Opportunity

This is one of the highest-leverage commercial roles in the business. As Commercial Director, you'll own the entire sales system at Relay — strategy, structure, process, and performance across all four of our segments: Pitstop/Field Sales, Enterprise, Large Parcel, and SME Parcel. You'll set the standards that let each segment lead build well, and you'll be personally accountable for the sum of the results.

Beyond the day-to-day, this role has a genuine builder's brief: creating the infrastructure and team capabilities that take Relay international over the next few years. If you want to shape how a fast-growing carrier goes to market at scale — and leave a lasting mark on how that machine works — this is the role.

What You'll Own

Sales strategy and structure

• Design the shape of Relay's sales organisation across all four segments — how they relate, where they overlap, how resource is prioritised

• Define the sales motion for each segment: who it sells to, how, and through which channel

• Keep strategy current as the business and market evolve

Data and performance management

• Set the metrics that matter across pipeline, conversion, quota attainment, and productivity

• Build or oversee the dashboards that surface them

• Use data to make decisions on resourcing, territory design, and where to invest or pull back — instinct complements data here, it doesn't replace it

Process, structure, and scalability

• Own the sales playbook, forecasting cadence, deal review process, CRM hygiene standards, and comp and quota-setting principles

• Upskill and coach the existing team on pitch, process, and performance

• Build infrastructure that scales for the next three years, not just today's headcount

Team leadership and org design

• Lead the four segment sales leads (Pitstop/Field, Enterprise, Large Parcel, SME Parcel) and any central sales ops or enablement partners

• Decide what's centralised across functions versus what each segment lead owns locally

• Hire, develop, and coach those leads so each can build out their patch well

Global and remote team leadership

• Lead teams remotely across time zones and geographies as Relay expands into the Americas and Europe

• Proven capability to do this is a requirement — it can't be learned on the job here

Exec partnership and GTM planning

• Partner with the CCO and other function leads on revenue planning, headcount decisions, and commercial trade-offs

• Translate company strategy into a sequenced sales roadmap and GTM direction

• Push back clearly when targets or timelines aren't realistic

Who Will Thrive in This Role

• Multi-motion sales leader. You've led more than one kind of sales motion — for example, high-volume SMB or transactional sales alongside enterprise or mid-market relationship-led sales. You're comfortable setting standards and managing performance across both. You've carried a number yourself and led others doing the same. This isn't a role for a single-lane specialist.

• Data-driven and structured operator. You define the metrics that matter, build or oversee the dashboards, and use data to make resourcing and process calls — not gut feel alone. You have a track record of introducing or significantly upgrading forecasting discipline, CRM hygiene, territory design, and comp structures in ways that improved consistency and scalability. You think in systems across a multi-year horizon, not just the next quarter.

• Global and remote team builder. You've led sales teams across multiple geographies or time zones, ideally including the US and Europe. You're comfortable setting standards, culture, and expectations remotely. Having helped take a company into a new country is a bonus; the core requirement is proven capability.

• People leader and org designer. You've led sales managers or leaders — not just individual contributors — and operated at least one layer removed from the front line. You have a track record of hiring and developing leaders beneath you, and making clear calls about what to centralise versus what to delegate.

• Exec partner. You've partnered directly with a CEO, founder, or C-suite on revenue planning and commercial trade-offs. You can push back on unrealistic targets while maintaining trust, and you can translate company strategy into an actionable, sequenced sales roadmap.

• Builder, not just operator. You've introduced new process, data infrastructure, or org structure in a previous role — not only operated within a system someone else built. This role is not about being a super-IC closer or a sector-pedigree hire; logistics experience is welcome but not a requirement or a filter.

Compensation, Benefits & Workplace

• Generous equity, richer than 99% of European startups, with annual top-ups to share Relay’s success.

• Private health & dental coverage, so comprehensive you’d need to be a partner at a Magic Circle law firm to match it.

• 25 days of holidays

• Enhanced parental leave.

• Hardware of your choice.

• Extensive perks (gym subsidies, cycle-to-work, Friday office lunch, covered Uber home and dinner for late nights, and more).

Who Thrives at Relay?

• Aim with Precision: You define problems clearly and measure your impact meticulously.

• Play to Win: You chase bold bets, tackle the hard stuff, and view constraints as fuel, not friction.

• 1% Better Every Day: You believe that small, consistent improvements lead to exponential growth. You move quickly, deliver results, and learn from every experience.

• All In, All the Time: You show up and step up. You take ownership from start to finish and do what it takes to deliver when it counts.

• People-Powered Greatness: You invest in your teammates. You give and receive feedback with care and candour. You build trust through high standards and shared success.

• Grow the Whole Pie: You seek out win-win solutions for merchants, couriers, and our customers, because when they thrive, so do we.
  
  If these resonate, and you combine strong technical fundamentals with entrepreneurial drive, let’s connect.

Relay is an equal-opportunity employer committed to diversity, inclusion, and fostering a workplace where everyone thrives.