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

**Reli.** is a high-growth eCommerce company doing high 8-figures in annual revenue, primarily through Amazon ([)](https://www.amazon.com/reli)) 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. **Overview** 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. - **Track 1 - Physical Products** Reli.'s catalog - trash bags and can liners, polymailers, foodservice disposables, gloves and PPE, paper bags, food storage, and more is already a proven business at scale. The 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 - **Track 2 - Agentic Software** 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. ### What Makes This Role Exciting - 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. ### Key Responsibilities **Physical Product Sales** - 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 ** Software Sales** - Own the full commercial motion for 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 team based on what you're hearing in the field **Function Building** - CRM setup: source attribution, pipeline review structure, stage-gate criteria for both tracks - Sales process documentation for physical products and - separately designed, since the motions are different - KPI dashboard and AI-native tooling stack (research, prospecting, pipeline analytics) **Team Leadership** - 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 ### Qualifications 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 + 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 ### Who This Role is a Fit For You've sold across different buyer types and found it more interesting than grinding one motion. You can code-switch between a warehouse procurement conversation on Tuesday and a CTO demo on Thursday without it feeling like whiplash. You like building things from scratch and get motivated by the question of what the process should be not just executing an existing one. You've kept up with how AI is changing sales and have a real point of view on it and you're ready to build a function that operates that way from day one. ### Why Reli. A collaborative, innovative work environment that values growth and continuous learning. Opportunities to shape the 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. Our work-from-home days are Mondays, Wednesdays, and Fridays. In-office days are Tuesdays and Thursdays