Channel Sales Manager

Reli. is a high‑growth eCommerce company doing high 8‑figures in annual revenue, primarily through Amazon () and our Shopify store. We service 10,000+ orders daily for over 1,000,000+ unique customers, including Marvel, Domino’s, and Lululemon, and we’re proud of the strong, upbeat culture and dynamic startup feel we’ve built along the way.

This is a dual‑track B2B sales role and we mean that genuinely, not as a hedge. You'll own two distinct revenue opportunities that run in parallel, each with its own buyer profile, sales motion, and ceiling.

Reli.’s catalog – trash bags and can liners, poly mailers, food service disposables, gloves and PPE, paper bags, food storage, and more – is already a proven business  B2B opportunity here is large and under‑penetrated outside Amazon. Your buyers: office managers, warehouse and procurement leads, facility managers, restaurant operators, hospitality buyers. Relationship‑driven, volume‑focused, repeatable.

Rel.ai is an agentic intelligence layer for eCommerce sellers – an AI copilot that thinks, analyzes, and acts across advertising, product, and supply chain decisions. Launching in 2026, this is a greenfield commercial motion with no existing playbook. Your buyers: CTOs, VPs of eCommerce, founders of scaling DTC brands. Consultative, technically engaged, high‑stakes.

Both tracks matter. Neither is a ramp‑up or a fallback. We’re being direct about this upfront: we’re looking for someone who finds both motions genuinely interesting, not someone who tolerates one to get to the other.

• You're the first dedicated hire across both tracks – no legacy process to inherit and real influence over how both get built.
• Reporting directly to the Founder/CEO with genuine visibility into company direction.
• Selling a software product that doesn’t exist anywhere else, to buyers who are actively looking for this kind of solution.
• Physical product pipeline that’s already proven at scale – you’re not convincing buyers there's demand, you're converting it.
• Defined path to Director and VP‑level scope as the function scales; internal promotion is core to how Reli. operates.
• AI‑native from day one – the sales stack, outreach, prospecting, and analytics are built around what's actually possible in 2026, not retrofitted from a legacy process.

• 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.

Requirements:

• 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 plus coaching and mentoring scope.
• Comfortable building pipeline from scratch; cold outreach,…