Staff Product Analyst, Unit Economics

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, and a recently closed Series B ($95M), Relay is scaling faster than 99% 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
• 160 people, around 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

Relay delivers 400,000 parcels a day through people who don't work for us: van drivers who choose their own shifts, local shops that hold parcels, and couriers who take them to the door. We went from 3,000 parcels a day in London to 400,000 across the UK in under three years.

Most delivery companies sell on price and volume, and find out later whether a client made them money. Sales teams are measured on what they sign, not on what a signing is worth. Relay wants every client, and every new shop in the network, to be one we'd choose again.

That is harder for us than for most, because what a client is worth depends on how their parcels flow through a network that's still growing. Engineering and analytics engineering build what you design.

Sales Highlights

• You own decision-making, not the model: you decide what a client or shop is worth and which signings sales should chase. The sales lead acts on your calls.

• What is a new client or a new shop worth, when its value depends on where it sits in a network that changes every month? What would you build so sales knows before it signs?

• Which signings become partners who do well with us, and what does that tell sales to look for?

• The quarter's target is set. What has to close by when for it to hold, and what would tell you early that it won't?

• A whole area, not a slice: you decide how sales values what it wins, and the result shows in what we sign next.

• Analytics at the front, not in support: the squad's roadmap follows the analysis, in a data team of about 30 across analytics, operational research and data science.

The Opportunity

As a Staff Product Analyst, Unit Economics at Relay, you'll:

• Decide which Sales problems are real and which only look real, before anyone builds a fix.

• Design how Sales decides: which signals count, what a client or shop is worth, and what good looks like.

• Tell the sales lead what to change and what to stop, and get a decision.

• Build the thing that decides: data applications, monitors and alerts, not decks, using Claude and agents to ship your own tools.

• Go and look when the numbers and the street disagree: a new shop, a client's parcels at the sort centre.

• Get the missing data built, and prove whether each change worked. In a year, sales chooses what to go after on measures you built, and can see whether the quarter will land before it ends.

We're looking for candidates who

• Have owned B2B pricing or commercial decisions and their number, rather than maintaining sales dashboards.

• Have built, hands on, the first version of how a company values a customer or a deal: unit economics, lifetime value, or what it costs to win one.

• Have seen their work acted on: a leader changed a plan, a team adopted your method, or sales went after different deals because of it.

• Have got records created by teams who didn't report to you, and know how long it takes.

• Can say early whether a quarter will land, and what would tell you it won't.

• Are hands on and fluent in SQL, with or without AI, and would rather ship a working answer this week than a perfect one next quarter. No logistics experience needed, just the appetite to learn a physical operation fast.

Relay is an equal-opportunity employer committed to diversity, inclusion, and fostering a workplace where everyone thrives.