Source and close B2B deals across Reli.'s physical catalog through outbound outreach, conferences, and network development
Manage mid-market buyer relationships with office managers, procurement leads, warehouse buyers, and facility managers
Build enterprise and big-box retail pipeline for Year 2 revenue (12-18 month cycles)
Close inbound B2B opportunities from marketing and partner referrals
Own the full commercial motion for Rel.ai from launch day one: outbound, demos, pricing, negotiation, close, and expansion
Build the initial ICP, prospecting playbook, and demo narrative from scratch
Sell to CTOs, VPs of eCommerce, and Founders at scaling eCommerce brands
Feed weekly product signal back to the Rel.ai team based on what you're hearing in the field
CRM setup: source attribution, pipeline review structure, stage-gate criteria for both tracks
Sales process documentation for physical products and Rel.ai
separately designed, since the motions are different
KPI dashboard and AI-native tooling stack (research, prospecting, pipeline analytics)
Manage one direct report from day one; design their evolved role and comp in your first 60 days
Hire and onboard Year 2+ team members; team scale target is 3-5 by end of Year 2

Bachelor's degree in business, marketing, communications, or related field
6-10 years of B2B sales experience with a consistent track record of meeting or exceeding quota
Proven comfort running two distinct sales motions simultaneously
physical goods and software, or a similar split
Real player-coach experience: personal quota + coaching and mentoring scope
Comfortable building pipeline from scratch; cold outreach, conferences, network-building
Systems thinker: you write SOPs naturally and treat CRM hygiene as part of the craft
Thrives in ambiguity; does best work when the playbook is still being written
Genuine, current knowledge of AI-native sales tools
not just familiarity, but actual use

Nice to Have:

SaaS or early-stage software sales experience
Physical goods, distribution, foodservice, hospitality, janitorial, or packaging B2B experience
Retail channel or big-box buyer experience
Early-stage or high-growth company background (50-200 employees)
Hands-on experience deploying AI sales tooling for research, prospecting, or pipeline analytics

Channel Sales Manager

Key skills