R
Commercial Director
Contract type
Ongoing
Work mode
Remote
Experience
Lead / principal · Not stated
Level inferred from job title
Job description
Commercial Director at Relay owning the entire sales system — strategy, structure, process and performance — across four segments (Pitstop/Field Sales, Enterprise, Large Parcel, SME Parcel), with a builder's brief to scale the go-to-market internationally.
At a glance
- Work mode
- Remote
- Languages
- English
What you'll do
- 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
- 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
- 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
- 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
- Lead teams remotely across time zones and geographies as Relay expands into the Americas and Europe
- 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
What we're looking for
- Multi-motion sales leader: led more than one kind of sales motion, e.g. high-volume SMB or transactional sales alongside enterprise or mid-market relationship-led sales
- Comfortable setting standards and managing performance across both motions
- Carried a number yourself and led others doing the same
- Data-driven and structured operator: define the metrics that matter, build or oversee dashboards, and use data to make resourcing and process calls
- Track record of introducing or significantly upgrading forecasting discipline, CRM hygiene, territory design, and comp structures in ways that improved consistency and scalability
- Think in systems across a multi-year horizon, not just the next quarter
- Global and remote team builder: led sales teams across multiple geographies or time zones, ideally including the US and Europe
- Comfortable setting standards, culture, and expectations remotely
- Proven capability to lead teams remotely across time zones and geographies — it can't be learned on the job here
- People leader and org designer: led sales managers or leaders, not just individual contributors, and operated at least one layer removed from the front line
- Track record of hiring and developing leaders beneath you, and making clear calls about what to centralise versus what to delegate
- Exec partner: partnered directly with a CEO, founder, or C-suite on revenue planning and commercial trade-offs
- Can push back on unrealistic targets while maintaining trust, and translate company strategy into an actionable, sequenced sales roadmap
- Builder, not just operator: introduced new process, data infrastructure, or org structure in a previous role
Nice to have
- Having helped take a company into a new country
- Logistics experience is welcome but not a requirement or a filter
Benefits
Extensive perks (gym subsidies, cycle-to-work, Friday office lunch, covered Uber home and dinner for late nights, and more)
- 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
Apply
About Relay
Free commerce from friction
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.
Mission
To free commerce from friction
Key facts
- ~160 people
- logistics
- Backed by Europe's largest-ever logistics Series A ($35M) led by deep-tech investors Plural
- Recently closed a Series B ($95M)
- Scaling faster than 99% of venture-backed startups
- ~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
Partners & customers
Plural
What they value
- 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