Forward Deployed Engineer at Relay

<p><strong>About Relay:</strong></p> <p><a href="https://relaypro.com/">Relay</a> 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.</p> <p>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.</p> <p><strong>What “Forward Deployed” Actually Means at Relay:</strong></p> <p>FDEs are not demo specialists or proposal writers. They are the technical edge of Relay’s customer engagement — engaging on-site with manufacturers, integrating directly with production systems, and deploying real AI solutions to real operational environments. If the choice is between a polished slide and a working deployment, we choose the deployment every time.</p> <p>This role demands the technical depth of an engineer and the business instinct of a founder. It is high-autonomy, high-accountability, and high-impact. The best FDEs at Relay don’t just win deals — they define the technical frontier of what Physical AI can do in manufacturing.</p> <p>We’re not selling software. We’re deploying capability. And our Forward Deployed Engineers are the ones who make it real.</p> <p><strong>Position Overview:</strong></p> <p><strong>This is not a traditional sales engineering role. </strong></p> <p>FDEs at Relay are builders and operators first. You will architect and implement AI-driven solutions directly alongside customers, own technical deployments, and serve as the primary technical authority across the entire pre-sales and initial operationalization lifecycle.&nbsp;</p> <p>In the manufacturing sector, this means operating at the intersection of production systems, operational data, and Physical AI — turning complex plant-floor realities into working, deployed solutions that measurably transform how manufacturers run their operations, with a focus on Automotive, Food &amp; beverage, Steel and Paper manufacturing.&nbsp;&nbsp;</p> <p>You’ll work directly with plant leadership, IT and OT teams, and C-suite stakeholders. You’ll write code, configure integrations, build PoCs, and run deployments in the field. You’ll be the person who, when a strategic deal’s technical credibility is on the line.</p> <p><strong>Key Responsibilities:</strong></p> <ul> <li><strong>Pre-Sales &amp; AI Solution Architecture</strong> <ul> <li>Partner with Business Development and Enterprise Sales to deeply understand manufacturing customers’ operational environments, technical constraints, and transformation goals.</li> <li>Architect sophisticated solutions on Relay’s platform — including complex wireless deployments (Cellular/WiFi), custom integrations, and AI-driven workflow automation — tailored to production environment realities.</li> <li>Design and deliver highly customized technical demonstrations and presentations to operational, IT, and executive stakeholders, including C-suite and plant leadership.</li> <li>Own the development, hands-on implementation, and management of Proof-of-Concept deployments that prove transformative value in live manufacturing environments.</li> </ul> </li> <li><strong>Field Deployment &amp; Technical Leadership</strong> <ul> <li>Act as the primary technical authority for strategic customers across the full pre-sales and initial deployment lifecycle.</li> <li>Lead technical diligence processes end-to-end: RFPs, RFIs, security questionnaires, IT architecture reviews, and integration complexity assessments for AI deployments.</li> <li>Drive the discovery of “emerging solutions” — novel AI integrations, new models, custom operational intelligence tooling — directly with customers, from first deployment through initial operationalization.</li> <li>Proactively identify, address, and overcome technical objections, securing buy-in from manufacturing IT, OT teams, and operational leadership on Physical AI adoption.</li> <li>Contribute technical substance to proposals, Statements of Work, and commercial negotiations, grounding the value case in deployed reality.</li> </ul> </li> <li><strong>Enablement &amp; Knowledge Transfer</strong> <ul> <li>Meticulously document AI solution architectures, API utilization patterns, Relay platform configurations, and integration schemas developed during pre-sales and early deployment.</li> <li>Lead thorough handover sessions to Customer Success and Operations for standardized solutions, ensuring downstream teams have the technical context and design rationale to succeed.</li> <li>Serve as escalation point for implementation and post-deployment teams on complex technical issues.</li> <li>Directly support “emerging solutions” until they mature into standardized, transferable deployments.</li> </ul> </li> <li><strong>Cross-functional Influence</strong> <ul> <li>Synthesize field intelligence from manufacturing deployments into structured, actionable product feedback for the Product team — identifying feature gaps, integration friction, and emerging customer requirements.</li> <li>Collaborate with Operations to build deployment playbooks for new Physical AI solution types.</li> <li>Partner with Security and Support to develop institutional knowledge around common technical and compliance diligence in manufacturing AI deployments.</li> <li>Develop technical enablement assets — capability one-pagers, architecture diagrams, and integration cheat sheets — for BD and Enterprise Sales.</li> <li>Contribute to external technical content: Physical AI whitepapers, manufacturing case studies, and conference talks.</li> </ul> </li> </ul> <p><strong>What We’re Looking For:</strong></p> <p><strong>Required Qualifications:</strong></p> <ul> <li>1–3+ years in a customer-facing technical role — Forward Deployed Engineer, Sales Engineer, Solutions Architect, or Technical Analyst — in enterprise software, SaaS, AI, or data infrastructure.</li> <li>Demonstrated ability to translate complex manufacturing or industrial business problems into sophisticated, AI-driven technical solutions using SaaS platforms and APIs.</li> <li>Hands-on experience building, implementing, and delivering compelling technical demonstrations and working PoC deployments using modern AI/ML tooling and APIs.</li> <li>Experience leading enterprise technical diligence — RFPs, security reviews, IT architecture evaluations.</li> <li>Ability to write code and build working prototypes in the field; fluency in modern web technologies and at least one scripting or application language.</li> <li>Exceptional communication skills, with the ability to move between deep technical depth and executive-level business narrative without losing precision in either direction.</li> <li>High tolerance for ambiguity; comfortable operating in the fast-moving, undefined territory of emerging Physical AI applications.</li> <li>Bachelor’s degree in Computer Science, Engineering, or equivalent practical technical experience.</li> </ul> <p><strong>Strong Advantage:</strong></p> <ul> <li>Direct experience with manufacturing operations, OT/IT convergence, industrial systems, or plant-floor environments.</li> <li>Familiarity with real-time operational data systems, IoT infrastructure, or industrial automation platforms.</li> <li>Prior experience in a true FDE model — embedded field engineering, not demo-and-handoff.</li> </ul> <p><strong>Travel:</strong></p> <ul> <li>Up to 50% domestic travel to meet with prospective customers and support sales and initial implementation engagements, particularly for strategic AI opportunities.</li> </ul> <p><span style="text-decoration: underline;"><strong>About us: Relay culture, benefits &amp; perks:</strong></span></p> <p>First and foremost, our <strong>culture</strong> hinges on<strong> </strong>Relayers getting <strong>LIT </strong>up in an environment that fosters <strong>learning, impact, and teamwork</strong> <strong>(LIT)</strong> where we can do the best work in our lives. We call this <strong>BWIML </strong>(pronounced <em>bee wimmel = </em>Best Work In My Life)!</p> <p>It's truly amazing what engaged team members can achieve together.&nbsp;<span style="margin: 0px; padding: 0px;">Our ever-evolving list of<strong>&nbsp;benefits and perks&nbsp;</strong>means you'll be able to integrate work into your whole life, focus on health, perform impactful work, grow and learn in your role, look after yourself/your family, and invest in your future.</span>&nbsp;</p> <p><span style="text-decoration: underline;"><strong>At Relay, we offer...</strong></span></p> <ul> <li>100% Paid Insurance Health, Dental, Vision, Long/Short Term Disability, and Life Insurance benefits for you and those who depend on you</li> <li>Generous Paid Time Off</li> <li>401(K) Savings Plan + Company Match</li> <li>Baby Cash Reward + Paid Parental Leave</li> <li>Wellness Perks, including a world-class onsite fitness center with instructor-led classes + locker room, as well as endless outdoor amenities, whether tennis, basketball, cycling, or pickleball is your jam</li> <li>Free Snacks and Fun Times</li> <li>Latest tech, standing desks, and all the accessories and software you need to succeed in your role</li> </ul> <p><strong><span style="font-size: 10pt;">At Relay, we're building something special, and we believe our relationships with each other and our customers are the foundation of our success.&nbsp;This is a fully onsite role at our Raleigh, NC headquarters, with up to 50% travel expected. In-office presence is the norm when not traveling.</span></strong></p>