About the Role
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 seenRelay’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 experimentationAbout the RoleMost Commercial roles ask you to do one thing well and do it forever, Relay is built differently. You'll hunt and close new business with major UK retail and brand clients, with full ownership of your own pipeline, start to finish. But you'll also be the one landing new platform and marketplace partnerships from scratch, sitting across the table from partnerships teams at the biggest names in e-commerce and walking out with a deal that changes our reach overnight. It's a bigger seat than the title suggests, built for someone who's outgrown what a standard AE role can offer them.What You'll DoProspect, pitch, and close new logo deals with major retail and brand clients shipping in excess of 1m parcels per year, full cycle.Originate and negotiate brand new platform and marketplace partnerships, landing agreements that put us in front of thousands of new merchantsWork hand in hand with our engineers to get integrations built, certified, and liveBuild partnerships that outlast any single deal, the relationships you land become permanent infrastructure for how we growRepresent the business at the industry's biggest events, turning rooms full of decision makers into potential pipelineShape what gets prioritised next, this isn't a fixed list handed down from above, it's yours to help shapeWho Will Thrive in This Role?6+ years experience running genuinely complex, multi-stakeholder new business sales cycles and winning, repeatedly, against real competition.You're commercially sharp first, technically fluent second. You don't need to code, but you can walk into a room with a platform's BD team and be treated as a peer, not just a vendor.You're bored by roles that only ask for one skill, hunting new logos and originating strategic partnerships both genuinely excite you.You help build the playbook rather than wait for others to guide you.Bonus points if you already speak fluent parcel, logistics, or e-commerce platform, but how you operate matters more than where you've beenCompensation, Benefits & WorkplaceGenerous 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 holidaysEnhanced parental leave.Located in Shoreditch, our office set-up enables the kind of in-person interactions that drive impact. We work 4 days on-site, with 1 day remote.Hardware of your choice.