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