Senior Director, Revenue Strategy

Relay is the Intelligent System of Action for the physical economy. While the digital revolution has often left the deskless workforce behind, we are closing that gap by transforming analog frontline operations into a data-rich, AI-powered ecosystem. We aren't just selling radios, we’re building the digital foundation for the 80% of the global workforce that doesn't work at a desk. Why Join Relay? A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact. High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation. Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth. World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones. The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day. What Revenue Strategy Means at Relay: What Revenue Strategy Means at Relay Revenue Strategy drives Relay's strategic investment and resource allocation decisions to maximize growth. The function evaluates GTM performance across motions, pricing, capacity, and scaling limits to determine where to deploy capital, people, and operational focus. The team aligns sales, CS, marketing, product, and finance leadership to accelerate decision-making on territory design, segment expansion, and product merchandising. Position Overview: You will lead Relay's revenue strategy with a dual mandate: characterize machine performance and guide resource deployment. Characterize the Machine: Build a continuously refreshed understanding of GTM performance across motions, target markets, pricing, and operational constraints. Establish real-time feedback loops via RevOps analytics, deal forensics, and win/loss deep dives. Guide Deployment: Facilitate GTM leadership decisions on market entry, merchandising, territory construction, and resource allocation. Frame decisions with rigorous analysis, account for execution constraints, and operationalize high-impact initiatives where functional ownership is unassigned. This role requires deep analytical rigor and operational credibility across multi-dimensional revenue streams, including Hardware-as-a-Service, SaaS subscriptions, and AI monetization across enterprise markets (hospitality, manufacturing, healthcare). Reports to the SVP of Product and Strategy, partnering closely with GTM, Product, and Finance leadership. What You'll Own: GTM machine performance. Build and maintain a deep understanding of how Relay's revenue engine performs across sales motions, target markets, merchandising, capacity, and retention and expansion, component by component and as a whole. Identify where the engine is falling short of its potential and make the case for change. Scaling dynamics and constraints. Understand how the machine's performance changes as Relay grows, and where its ability to scale is limited by the market, our team, our supply chain, or our balance sheet. Make those limits visible before they become surprises. Pricing as a growth lever. Analyze Relay's pricing and packaging as a component of the machine, across hardware-as-a-service, subscription, and usage-based AI billing, and determine where price is supporting growth and where it is slowing it. Real-time performance feedback loops. Develop repeatable mechanisms, including RevOps analytics, deal forensics, and win/loss deep dives, that give GTM leadership a current perspective on performance rather than a quarterly one. Strategic investment and resource allocation. Facilitate GTM leadership's decisions on where to invest: new geographies and market segments, and changes to merchandising, territory construction, team alignment, and relative resource allocation. Investigate each opportunity in depth and account for executional constraints in your recommendations. Decision framing and cross-functional alignment. Frame the strategic decisions GTM leadership needs to make, coordinate alignment across sales, CS, marketing, product, and finance, and sustain a high-tempo decision-making cadence with clear operational outcomes. Operationalizing in the gaps. Where a strategic decision or project lacks clear functional ownership, occasionally step in to drive it to completion. What You'll Bring: 8+ years in revenue strategy, GTM strategy, or strategic finance at a B2B tech company (2+ years at Director level+). Fluency in revenue engine mechanics (funnel dynamics, unit economics, capacity modeling) with hands-on CRM data skills. Proven record of diagnosing GTM performance and driving operational change based on quantitative insights. Experience with sales capacity planning, territory design, and marketing budget prioritization. Experience establishing win/loss analysis and RevOps analytics programs that inform executive strategy. Background evaluating pricing/packaging across multiple business models (hardware, subscription, consumption). Ability to lead through influence and build consensus across cross-functional leadership teams. Strong executive communication skills to distill complex datasets into actionable strategic choices. Bias toward evidence over opinion, and pace over polish on reversible decisions. Nice to Have: Experience in businesses that combine hardware and software revenue (HaaS, devices + SaaS). Exposure to AI product monetization — credits, consumption billing, or agent-based pricing. Experience in frontline, industrial, or multi-site enterprise markets (hospitality, manufacturing, healthcare). Abou