Relay is a cloud-based technology platform that helps frontline teams improve communications, increase employee safety, and improve their productivity. Relay helps frontline teams digitally transform their operations with the modern tools which supports actionable real-time data needed to track performance and improve their operations. Software has not yet transformed the frontline world, and we're on a mission to change that. We’ve experienced tremendous growth in our 5 years as a B2B company, and continue to expand our Raleigh, NC based team as a result!

Why Join Relay?

• Make a Tangible Impact: Our platform directly enhances the lives of frontline workers, improving their responsiveness to customers (72%) and overall efficiency (77%). We've already facilitated over 2.5 billion messages and supported countless deskless workers.
• Be Part of a Winning Team: We're not just growing - we're recognized as a leader in our field. Relay has been honored by Inc. 5000, Deloitte 500, and NC Tech
• Thrive in a World-Class Environment: Our Raleigh campus boasts a fitness center, outdoor sports courts, a cafeteria, and modern workspaces designed to inspire collaboration and innovation.
• Embrace a Vibrant Culture: With over 200 team members, we've cultivated a culture of empowerment and engagement, where every employee is encouraged to do their best work.
• Invest in Your Future: Our comprehensive benefits package prioritizes work/life integration and supports your personal and professional development.

If you're passionate about technology, driven to make a difference and align your work to a bigger mission, and excited to join a company that's shaping the future of frontline work, we encourage you to explore opportunities at Relay!

Please note this role will be based in our Raleigh, NC amenity rich headquarters and you should be interested in working in person 3+ days per week.

As a Director of Strategic Alliances, you will be a foundational architect of our partner-led growth engine. Your mission is to build, manage, and scale a portfolio of new third-party partnerships that drive new business, make our product stickier, and create an unmatched value proposition.

This is an entrepreneurial role for a builder who wants to make a massive impact. You will be responsible for the entire partnership lifecycle—from strategic identification and recruitment to joint-solution building, go-to-market (GTM) launch, sales enablement, and revenue generation.

What You'll Do

• Ecosystem Strategy & Execution: You will own the development and execution of our Strategic Alliance Market Map. You will identify, recruit, and scale partners across our key alliance segments.
• Recruitment & Launch: Own the full partnership recruitment cycle. You will be the "first call" and the "closer," negotiating agreements and managing the launch of new strategic alliances
• Joint-Solution Development: Collaborate with our Product and Operations teams to design and build compelling partnerships that strengthen our value proposition and are executed in a manner that upholds our customer experience standards.
• Go-to-Market & Enablement: Develop and execute joint GTM plans for each key partner. This includes creating joint value propositions, building sales enablement materials, and driving co-marketing campaigns.
• Revenue Generation: Evangelize the partner ecosystem, manage the co-selling motion, and own the KPIs for partner-sourced and partner-influenced pipeline and revenue.
• Program Building: As a foundational member, you will help create the "playbook," building the templates, processes, and best practices for our entire partner function.

What We're Looking For

• Experience: 7-10+ years in strategic alliances, business development, or channel sales within a B2B SaaS, hardware, frontline or enterprise technology company.
• Proven Track Record: A demonstrable and measurable history of building partnerships from scratch that have created new, scalable revenue streams. You must have a "hunter" mentality.
• The "Builder" DNA: You are an entrepreneurial self-starter who is comfortable with ambiguity. You thrive in a fast-paced, high-growth environment and want to build a program, not just run a pre-existing one.
• Executive Presence: Exceptional communication, presentation, and negotiation skills. You can articulate a complex joint-value proposition to C-level executives at a partner and a customer.
• GTM Expert: You have deep experience creating and executing joint go-to-market plans and enabling sales teams (both internal and external) to co-sell.
• Strategic & Tactical: You can see the high-level strategic "why" for a partnership while also being able to roll up your sleeves and manage the tactical execution to get it done.
• Education: Bachelor's degree in Business, Management or related field

Bonus Points (Nice to Have)

• Direct experience building partnerships in our key verticals (Industrial, Manufacturing, Logistics, Hospitality, or Healthcare).
• Experience with IoT, connected hardware, or telecommunications ecosystems.

About us: Relay culture, benefits & perks:

Our culture hinges on Relayers getting LIT up in an environment that fosters learning, impact, and teamwork (LIT) where we can *CHASE* the best work in our lives. We call this BWIML (pronounced bee wimmel = Best Work In My Life)!

It's truly amazing what engaged team members can achieve together. Our ever evolving list of benefits and perks mean you'll be able to integrate work into your whole life, focus on health, perform impactful work, grow and learn in your role, look after yourself/your family, and invest in your future.

At Relay, we offer...

• 100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability and Life Insurance benefits for you and those who depend on you
• Generous Paid Time Off
• 401(K) Savings Plan + Company Match
• Baby Cash Reward + Paid Parental Leave
• Wellness Perks, including a world-class onsite fitness center with instructor led classes + locker room as well as endless outdoor amenities whether tennis, basketball, cycling, or pickleball is your jam
• Free Snacks and Fun Times
• Latest tech, standing desks, and all the accessories and software you need to succeed in your role