Solutions Engineer
Relay is building the next generation of human-in-the-loop Physical AI — intelligent systems that don’t just live in data centers and dashboards, but operate in the real world: embedded in the workflows of the people who build, move, and maintain the physical infrastructure of the modern economy. Our Relay platform brings AI-native situational awareness, real-time operational intelligence, and automated decision support to frontline environments. Where legacy software stops at the edge of the office, Relay’s platform goes all the way to the floor — turning unstructured operational data into coordinated action, at scale, in real time. Why Join Relay? A Proven Winner: Join a hyper-growth company trusted by over 10% of the Fortune 500, continuing to move upmarket with massive impact. High Value, High Impact: With 47% of our revenue from $100K+ ARR customers and 135% Net Revenue Retention (NRR), you'll be joining a company rooted in value creation. Market-Leading Innovation: The Relay platform captures 1 billion new data points weekly and features award-winning AI tools like TeamTranslate™, with 500% YoY growth. World-Class Leadership: Our stellar leadership team is built to help us scale toward our next major milestones. The Relay Culture: We’re dedicated to helping you do the best work of your life (BWIML), investing in your growth through L.I.T., living our CHASE values, and learning from incredibly talented, supportive teammates who make the work (and the wins) better every day. Now, here’s what we’re building, and where you come in. What does the Solution Engineering team look like at Relay: The Solutions Engineering team is the technical cornerstone of Relay's Enterprise sales motion. We turn complex customer problems into validated, architected solutions — proving technical feasibility in the customer's own environment, clearing security and technical diligence, and removing the IT objections that stall our largest deals. As a Solutions Engineer, you are the primary technical authority across the pre-sales cycle for our most strategic Enterprise opportunities — the top 3-5 active deals in each segment. You'll partner with Enterprise sales to understand what frontline operations actually need, architect solutions on the Relay platform, build proof-of-concept deployments that prove value, and own the technical narrative through diligence and close. When a strategic deal's technical credibility is on the line, you're the person who makes the case undeniable. This role lives in the pre-sales world: from first technical discovery through a clean handoff to post-sales teams once the deal is won. You accelerate revenue on our biggest deals by making the technical case real — then you set the downstream teams up to deliver on it. Position Overview: You'll work directly with operational leadership, IT and OT teams, and executive stakeholders across manufacturing, logistics, hospitality, and other frontline industries. You'll run discovery, design so...