Job Description

Rel. B2B Sales RoleThis 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 ProductsReli.'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, repeatableTrack 2 - Rel.ai Agentic SoftwareRel.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-stakesBoth 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 ExcitingYou're the first dedicated hire across both tracks - no legacy process to inherit and real influence over how both get builtReporting directly to the Founder/CEO with genuine visibility into company directionSelling a software product that doesn't exist anywhere else, to buyers who are actively looking for this kind of solutionPhysical product pipeline that's already proven at scale - you're not convincing buyers there's demand, you're converting itDefined path to Director and VP-level scope as the function scales; internal promotion is core to how Reli. operatesAI-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 ResponsibilitiesPhysical Product SalesSource and close B2B deals across Reli.'s physical catalog through outbound outreach, conferences, and network developmentManage mid-market buyer relationships with office managers, procurement leads, warehouse buyers, and facility managersBuild enterprise and big-box retail pipeline for Year 2 revenue (12-18 month cycles)Close inbound B2B opportunities from marketing and partner referralsRel.ai Software SalesOwn the full commercial motion for Rel.ai from launch day one: outbound, demos, pricing, negotiation, close, and expansionBuild the initial ICP, prospecting playbook, and demo narrative from scratchSell to CTOs, VPs of eCommerce, and Founders at scaling eCommerce brandsFeed weekly product signal back to the Rel.ai team based on what you're hearing in the fieldFunction BuildingCRM setup: source attribution, pipeline review structure, stage-gate criteria for both tracksSales process documentation for physical products and Rel.ai - separately designed, since the motions are differentKPI dashboard and AI-native tooling stack (research, prospecting, pipeline analytics)Team LeadershipManage one direct report from day one; design their evolved role and comp in your first 60 daysDesign their evolved role and comp structure in your first 60 daysHire and onboard Year 2+ team members; team scale target is 3-5 by end of Year 2Qualifications Requirements:Bachelor's degree in business, marketing, communications, or related field6-10 years of B2B sales experience with a consistent track record of meeting or exceeding quotaProven comfort running two distinct sales motions simultaneously - physical goods and software, or a similar splitReal player-coach experience: personal quota + coaching and mentoring scopeComfortable building pipeline from scratch; cold outreach, conferences, network-buildingSystems thinker: you write SOPs naturally and treat CRM hygiene as part of the craftThrives in ambiguity; does best work when the playbook is still being writtenGenuine, current knowledge of AI-native sales tools - not just familiarity, but actual useNice to Have:SaaS or early-stage software sales experiencePhysical goods, distribution, foodservice, hospitality, janitorial, or packaging B2B experienceRetail channel or big-box buyer experienceEarly-stage or high-growth company background (50-200 employees)Hands-on experience deploying AI sales tooling for research, prospecting, or pipeline analyticsWho 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 leadershipDefined Growth Plan with structured opportunities for promotion and raisesHybrid schedule (Cerritos HQ; in-office Tue/Thu; remote Mon/Wed/Fri)15 days PTO to start, +1 per year of tenure11 paid holidays (in addition to PTO)Medical, dental, vision (Blue Shield PPO or HMO)401(k) with employer matchMonthly wellness stipend up to $260Life insuranceRegular team events and happy hoursHybrid Remote - Reli. is headquartered in Cerritos, CA. Our work-from-home days are Mondays, Wednesdays, and Fridays. In-office days are Tuesdays and Thursdays$100,000 - $150,000 a year This role includes a performance-based variable component in addition to base salary. Year 1 Variable Guarantee: 25% of your variable target is guaranteed in Year 1 Performance Accelerator: Exceed 100% of target and your commission rate increases to 1.5x on all additional production, effective immediately Three-tier commission structure Competitive OTE for senior B2B salesGrowth Plan Reli.'s cornerstone core value is Supporting Happiness. Included within that core value is cultivating the professional growth of Reli. team members. Each Reli. team member is provided with a Growth Plan that lays out opportunities for promotions and compensation raises in recognition of strong performance and contributions. For team members who show impactful performance and contribution, there will be opportunities for multiple compensation raises a year.Equal Opportunity Employer Reli. is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.About Reli. 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.

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