Head of Sales - Rel.ai Software & B2B Physical Products

Overview

This is a dual-track B2B sales role. You will own two distinct revenue opportunities that run in parallel, each with its own buyer profile, sales motion, and ceiling.

Reli.'s catalog includes trash bags and can liners, polymailers, food service disposables, gloves and PPE, paper bags, food storage, and more. The B2B opportunity here is large and under-penetrated outside Amazon.

• 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

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.

• 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 DTC brands
• Feed weekly product signal back to the Rel.ai team based on what you hear 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
• Design their evolved role and comp structure 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

• SaaS or early-stage software sales experience
• Physical goods, distribution, food service, 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

You ve sold across different buyer types and can switch between a warehouse procurement conversation and a CTO demo without whiplash. You enjoy building from scratch and want to shape process as you go, with a view on how AI is changing sales.

A collaborative, innovative work environment with opportunities to shape development landscape and make a real impact. Comprehensive benefits and competitive compensation aligned with industry standards.

• High-visibility role with regular exposure to leadership
• Defined Growth Plan with structured opportunities for promotion and raises
• Hybrid schedule (Cerritos HQ; in-office Tue/Thu; remote Mon/Wed/Fri)
• 15 days PTO to start, +1 per year of tenure
• 11 paid holidays (in addition to PTO)
• Medical, dental, vision (Blue Shield PPO or HMO)
• 401(k) with employer match
• Monthly wellness stipend up to $260
• Life insurance
• Regular team events and happy hours

Hybrid Remote — Reli. is headquartered in Cerritos, CA. Work-from-home days are Mondays, Wednesdays, and Fridays; in-office days are Tuesdays and Thursdays.

Reli.’s Growth Plan outlines opportunities for promotions and compensation raises in recognition of strong performance. There are opportunities for multiple compensation raises a year for high-impact performance.

Reli. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.

Reli. is a minority-owned and family-owned company headquartered in Cerritos, CA, with three strategically located distribution centers nationwide. We are a growing company built around strong values and making an impact, providing a variety of products to make daily lives easier for our business and consumer customers.