Strategic Sales Director

About the role

This is a senior-level position that emphasizes the management of crucial customer relationships within the enterprise warehouse and fulfillment sectors. As the Strategic Sales Director, you will oversee the sales of robotic systems from the initial discussions through to deployment and subsequent growth phases. Reporting directly to the Head of Sales, this role not only requires you to meet your own sales targets but also to mentor and support other sales professionals within the organization.

Key facts

What you'll do

• Collaborate closely with sales leadership to define and position robotic solutions tailored for both new and existing clients.
• Develop and sustain a robust pipeline of qualified sales opportunities within targeted market segments.
• Manage the entire sales process for both large and mid-market transactions, from the initial outreach to the final signed contract.
• Create and deliver comprehensive ROI models, subscription pricing frameworks, and performance-based proposals to potential clients.
• Engage in pricing discussions and contract negotiations with leadership to formulate scalable agreements that meet customer needs.
• Navigate complex buying processes that involve multiple stakeholders, including procurement, legal, safety, and IT security teams.
• Oversee a designated set of strategic accounts, implementing detailed penetration strategies that identify key decision-makers and foster connections across various departments such as operations, engineering, finance, and IT.
• Work in tandem with solutions, marketing, product, and customer success teams to share insights from the field and ensure optimal customer outcomes.
• Act as a player-coach, providing guidance and development opportunities for junior sales representatives.
• Build and nurture relationships with ecosystem partners to enhance market presence and reach.
• Conduct site visits to assess current operations and determine the suitability of solutions.
• Drive the expansion of systems at initial customer locations, ensuring successful implementation.
• Lead post-project evaluations to gather insights and lessons learned for future initiatives.
• Maintain consistent communication with customers throughout the deployment and scaling phases to ensure satisfaction and address any concerns.
• Collaborate with the engineering team to troubleshoot and resolve issues that may arise during the sales and implementation processes.

Requirements

• A Bachelor's degree in Business Administration, Operations, Engineering, or a related field, along with at least 8 years of relevant experience.
• Extensive knowledge of distribution and fulfillment operations is essential.
• Established connections with third-party logistics providers (3PLs), retailers, and fulfillment operators who are ready to engage.
• A proven track record of achieving and exceeding sales targets consistently.
• Demonstrated capability to close large deals that involve multiple stakeholders and lengthy sales cycles, with executive-level sponsorship.
• Strong commercial and financial insight, with the ability to construct and defend ROI cases for customer executives.
• Experience in mentoring or coaching other sales professionals is highly valued.
• Exceptional communication skills, both verbal and written, with the ability to convey complex technical information clearly.
• A self-motivated problem solver who is comfortable working independently as well as in customer environments.
• Strong collaborative skills for effective teamwork with both internal and external stakeholders.
• A genuine interest in software, hardware, and robotics is preferred.
• Familiarity with enterprise-level sales processes is advantageous.
• Ability to manage multiple priorities effectively, even under pressure.
• Willingness to travel up to 50% of the time is required.

Nice to have

• Experience in selling Robotics as a Service (RaaS), subscription, or consumption-based business models.
• A history of transforming single-site deployments into expansive multi-site enterprise programs.
• Familiarity with Warehouse Management Systems (WMS) and Warehouse Execution Systems (WES), as well as automation integration.

Skills & tools

• Proficiency in ROI modeling and understanding subscription economics.
• Expertise in managing the enterprise sales cycle effectively.
• Strong negotiation skills, particularly in multi-stakeholder environments.
• Ability to conduct account mapping and develop penetration strategies.
• Knowledge of distribution and fulfillment operations, along with robotics and automation systems.

Practical notes

• The compensation package includes performance-based accelerators tied to sales quotas.
• Stock options are part of the benefits offered.
• Comprehensive medical, dental, and vision insurance coverage is provided.
• Flexible policies for vacation and sick leave are available to support work-life balance.
• Paid parental leave is also included in the benefits package.