Commercial Strategy and Operations Manager

Commercial Strategy and Operations Manager Relay is fundamentally reshaping how goods move in an online era. Backed by Europe’s largest-ever logistics Series A ($35M), led by deep-tech investors Plural (whose portfolio spans fusion energy and space exploration), Relay is scaling faster than 99.98% of venture-backed startups. We're assembling the most talent-dense team the logistics industry has ever seen Relay’s Mission is to free commerce from friction. Today, high delivery costs act as a hidden tax on e-commerce, quietly shaping what can be sold online and limiting who can participate. We envision a world where more goods move more freely between more people, making the online shopping experience seamless and accessible to everyone. THE TEAM • ~110 people, more than half in engineering, product and data • 45+ advanced degrees across computer science, mathematics and operations research • Thousands of data points captured, calculated, analysed and predicted for every single parcel we handle • An intellectually vibrant culture of first‑principles thinking, tight feedback loops and relentless experimentation The Opportunity Relay’s clients are some of the biggest e-commerce giants in the market — household names with ten-figure logistics spend a year. This role sits at the heart of those relationships and is core to how Relay delivers on its profitable growth targets. You’ll work directly alongside our Customer Success and Commercial leadership, owning the strategy and execution that keeps our most strategic accounts growing, and building the commercial infrastructure that turns profitable growth opportunities into repeatable, scalable outcomes. This isn’t a narrow, single-lane role — you’ll be the connective tissue between strategy and execution: defining how we go to market, ensuring our commercial operations run smoothly, and owning some of our highest-value client programmes end-to-end. What You'll Do AS COMMERCIAL STRATEGY & OPERATIONS MANAGER AT RELAY, YOU’LL: - Own go-to-market strategy across existing and new client segments — building the commercial frameworks and client proposals that drive faster deal execution and profitable growth - Take ownership of client profitability — working with commercial analytics to identify margin risks and driving the interventions that fix them - Run the commercial and operational cadence behind a portfolio of strategic clients — ensuring governance, action tracking, and value delivery are tightly managed - Design and maintain the operational infrastructure that keeps the commercial team running — from process improvements and tooling to the playbooks that let CS scale consistently - Identify and pursue profitable growth opportunities within the existing client base and work closely with the account management team to build and pitch these to the client portfolio. Who Will Thrive in this role? - A commercial thinker with operational range. You care about what drives revenue and margin — and you’re equally comfortable shaping a GTM strategy and getting into the details of a client programme review. - A structured problem-solver who follows through. You take complex, ambiguous problems and distill them into something navigable. People rely on you to close things out. - Comfortable with data and AI. You use data to drive decisions and actively seek ways to leverage AI tools to optimize your work. You work to figure out the right questions to ask. - Experience in commercial, strategy, or operations — ideally in tech, logistics, retail, or B2B. You don’t need to have done all three pillars of this role already, just enough to hit the ground running. - Curious, collaborative, and client-aware. You have an appetite to work across a broad spectrum of projects, grow your client muscle, and invest in the people around you. - Mandarin speaker, comfortable working with clients across Chinese speaking markets Compensation & Benefits & Workplace Generous equity, richer than 99% ... (truncated, view full listing at source)