Strategic Account Manager @ Relay
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
- ~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
Relay’s Mission
Relay exists 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.
In this future:
Delivery feels invisible—free shipping is the default, and logistical friction disappears from consumers' minds.
Retailers of all sizes thrive equally online, whether selling a £5 item or a £500 one, as delivery becomes universally efficient and cost-effective.
Just as the internet eliminates friction from communication, Relay removes friction from the movement of goods, enabling broader participation and creating new opportunities for merchants and consumers alike.
The Opportunity
High level of mandarin speaking abilities necessary
We are looking for a Strategic Account Manager (International Accounts) who will be responsible and accountable for client growth, retention, and profitability of an enterprise client portfolio. In addition, this role will be instrumental in driving deeper data integration between Relay and key clients to enable best-in class network efficiency and performance. As well as being the commercial client champion, you will also have the opportunity to collaborate with Relay teams on jointly delivering on key KPIs of profitable client growth.
Who will thrive in this role?
5-7 years of experience in B2B enterprise customer success/client management that require high levels of cross-functional collaboration. Experience in fast scaling or complex SaaS business is a plus.
Mandarin proficiency is a must, as is high level of English
Superb communication mastery, clearly structured in both verbal and written formats
Comfortable using Google Slides (PowerPoint) and Google Sheets (Excel) to independently carry out analyses and presentations
Ability to thrive in a fast-paced start-up environment and adapt quickly to changing priorities
You must be comfortable with data analytics; you will not need to build dashboards, but you will frequently be required to interpret data and extract insights to turn them into actions, as well as work with the analytics team on proactively and continuously iterating on data reporting improvements
The qualifications and experiences above act as a loose guide to what we’re looking for. We’d still love to hear from you if you have more or less experience, so long as the core skills can be demonstrated.
Who Thrives at Relay?
Relayers share core traits, captured in our guiding principles, "The Relay Edge":
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.
Compensation & Benefits
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).
Fast and Focused Hiring Process
Talent Acquisition Interview - 30 min
Hiring Manager Interview - 45 mins
Case study - 1 hour
Final Interview - 1 hour
Decision and offer within 48 hours. Our process mirrors our pace of work.
Relay is an equal‑opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.