Director of Accounts – Strategic

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 (whose portfolio spans fusion energy and space exploration), Relay is scaling faster than 99.98% 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

• ~90 people, more than 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

As a leader, you will manage and scale a high-performing account management team, ensuring they maintain living account plans, pricing intelligence, carrier and service mix, and account maps. You will build the playbooks, processes, and coaching that empower account managers to succeed. At the same time, you will deepen client relationships by acting as a relationship enabler—building multi-threaded connections across the world's largest e-tailers and marketplaces and helping Relay map accounts at every level to mobilize clients toward growth and profitability. By turning intelligence into action, you will ensure insights from client relationships and data are continuously captured, shared, and transformed into growth strategies, profitability initiatives, and compelling client narratives. Ultimately, you will drive growth and profitability by translating account intelligence into clear strategic plans that expand share of wallet, improve margins, and align client needs with Relay's capabilities.

Who Will Thrive in this role?

• Bring 10+ years of experience in account management, enterprise client success, or strategic partnerships, with 3+ years leading teams.
• Have managed enterprise-scale accounts (e.g., global e-tailers, marketplaces, or Fortune 500 clients).
• Possess a strong track record of enabling teams to grow share of wallet and deliver on retention, renewal, and expansion metrics.
• Combine exceptional relationship-building skills with operational and commercial acumen.
• Are fluent in interpreting account-level data and can translate insights into actionable strategies.
• Thrive in high-growth, fast-paced environments with multiple stakeholders.
• Are a coach and enabler equally focused on team success as client outcomes.

Fast and Focused Hiring Process

• Talent Acquisition Interview - 30 min | [Remote]
• Hiring Manager Interview - 60 min | [Remote/Onsite]
• Case Study Interview - 90 min | [Remote/Onsite]
• Final round Interview - 60 min | Onsite
• Decision and offer within 48 hours. Our process mirrors our pace of work.

Who Thrives at Relay?

• Aim with Precision: You define problems clearly and measure your impact meticulously.
• Play to Win: You chase bold bets, tackle the hard stuff, and view constraints as fuel, not friction.
• 1% Better Every Day: You believe that small, consistent improvements lead to exponential growth. You move quickly, deliver results, and learn from every experience.
• All In, All the Time: You show up and step up. You take ownership from start to finish and do what it takes to deliver when it counts.
• People-Powered Greatness: You invest in your teammates. You give and receive feedback with care and candour. You build trust through high standards and shared success.
• Grow the Whole Pie: You seek out win-win solutions for merchants, couriers, and our customers, because when they thrive, so do we.

If these resonate, and you combine strong technical fundamentals with entrepreneurial drive, let's connect.

Compensation, Benefits & Workplace

• Generous 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 holidays
• Enhanced parental leave.
• Hardware of your choice.
• Extensive perks (gym subsidies, cycle-to-work, Friday office lunch, covered Uber home and dinner for late nights, and more).
• 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.

Relay is an equal-opportunity employer committed to diversity, inclusion, and fostering a workplace where everyone thrives.