Head of Revenue Operations

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 (whose portfolio spans fusion energy and space exploration), Relay is scaling faster than 99.98% 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
• ~90 people, more than 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

Relay’s growth depends on operational excellence across every stage of our commercial engine. From how we acquire and convert new customers, to how we grow and retain existing ones, to how we attract and hire top talent across the company.

We’re hiring a Head of Revenue Operations to ensure every motion across Sales, Account Management, and Talent Acquisition is as efficient and impactful as possible. This role is about owning funnel optimisation across the entire commercial lifecycle & talent acquisition. You'll identify friction points, reduce drop-off at every stage gate, and design scalable, data-driven solutions that help our teams win faster, retain better, and scale smarter.

You'll be a force multiplier for the Commercial org, embedding process rigour, tooling, and continuous learning that help everyone perform at their best.

What you’ll do

• Lead the design and execution of a unified commercial enablement strategy across Sales, Account Management, and Talent Acquisition, focused on optimising funnel performance at every stage.

• Develop structured onboarding and role-specific enablement kits that define what “great” looks like, covering success traits, ICP clarity, messaging, scorecards, interview guides, and playbooks.

• Partner with Sales to sharpen top-of-funnel productivity, improve deal qualification, and increase close rates through frameworks for outbound, negotiation, ROI storytelling, and commercial risk mitigation.

• Equip Account Managers to grow and retain complex B2B2C relationships through operational review templates, stakeholder alignment tools, and scalable playbooks that turn strong pilots into strategic partnerships.

• Support TA in improving hiring velocity and candidate experience embedding repeatable processes for sourcing, interview sequencing, role alignment, and post-interview conversion.

• Build and maintain a central enablement hub with onboarding tracks, templates, operational guidance, and self-serve content for all commercial-facing teams.

• Use funnel analytics to identify performance gaps across the sales, account, and hiring journeys, then design targeted interventions to drive measurable improvements.

• Define KPIs and success metrics that link enablement inputs to commercial outcomes, partnering closely with leadership to ensure impact is felt at the frontline.

Fast and Focused Hiring Process

1. Talent Acquisition Interview - 30 min

2. Hiring Manager Interview - 1 hour

3. Case study - 1 hour

4. Final Interview - 1 hour

5. Decision and offer within 48 hours. Our process mirrors our pace of work.

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.

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).

• Located in Shoreditch, our office set-up enables the kind of in-person interactions that drive impact. We work 4 days on-site, with 1 day remote.

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