Commercial Director

<p style="min-height:1.5em"><strong>Relay is fundamentally reshaping how goods move in an online era.</strong> 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</p><p style="min-height:1.5em"><strong>Relay’s Mission is</strong> to <strong>free commerce from friction</strong>. 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 <strong>more goods move more freely between more people</strong>, making the online shopping experience seamless and accessible to everyone.</p><p style="min-height:1.5em"></p><p style="min-height:1.5em"><strong>THE TEAM<br /></strong>• <strong>~160 people</strong>, around half in engineering, product and data<br />• <strong>45+ advanced degrees</strong> across computer science, mathematics and operations research<br />• <strong>Thousands</strong> of data points captured, calculated, analysed and predicted for every single parcel we handle<br />• An intellectually vibrant culture of <strong>first‑principles thinking</strong>, tight feedback loops and relentless experimentation</p><h2><strong>The Opportunity</strong></h2><p style="min-height:1.5em">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.</p><p style="min-height:1.5em">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.</p><h2></h2><p style="min-height:1.5em"></p><h2><strong>What You'll Own</strong></h2><p style="min-height:1.5em"></p><h3>Sales strategy and structure</h3><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Design the shape of Relay's sales organisation across all four segments — how they relate, where they overlap, how resource is prioritised</p></li><li><p style="min-height:1.5em">Define the sales motion for each segment: who it sells to, how, and through which channel</p></li><li><p style="min-height:1.5em">Keep strategy current as the business and market evolve</p></li></ul><p style="min-height:1.5em"></p><h3>Data and performance management</h3><ul style="min-height:1.5em"><li><p style="min-height:1.5em">Set the metrics that matter across pipeline, conversion, quota attainment, and productivity</p></li><li><p style="min-height:1.5em">Build or oversee the dashboards that surface them</p></li><li><p style="min-height:1.5em">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</p></li></ul><p style="min-height:1.5em"></p