Enterprise Account Executive – Warehouse Robotics (North America)

Job description

Job responsibilities

• Own a North American territory and build a self-sourced pipeline of enterprise 3PLs, retailers, e-commerce brands, and parts distributors.
• Develop account plans that map the operations, engineering, finance, and executive stakeholders involved in each automation decision.
• Prospect through direct outreach, industry events and trade shows (such as MODEX and ProMat), and channel partners.
• Lead deals from first meeting through discovery, site visits, solution design, proposal, pilot or proof of concept, and signature.
• Run structured discovery on order profiles, labor constraints, peak dynamics, and current automation estate.
• Build and present business cases tied to measurable outcomes, including labor productivity, cost per unit, throughput, and payback.
• Differentiate against competing AMR, goods-to-person, and fixed automation vendors in competitive evaluations.
• Structure RaaS subscription agreements, including fleet sizing, term, pricing, and expansion paths, and guide capital-purchase buyers through adopting a subscription model.

Job requirements

• 5+ years of quota-carrying enterprise sales experience with a consistent record of meeting or exceeding targets.
• Track record closing complex, multi-stakeholder deals in the $250K–$1M+ range with 6–12 month sales cycles.
• Experience selling to operations, engineering, finance, and executive buyers in the same deal.
• Proven ability to build pipeline from scratch rather than inheriting a book of business.
• Strong business acumen; able to build and defend an ROI case on labor cost, throughput, and payback.
• Skilled negotiator who can hold price and structure terms that protect long-term value.
• Proficiency with a CRM and a structured sales methodology (MEDDICC, Challenger, or similar).
• Working knowledge of warehouse and distribution operations, or the curiosity and speed to learn them quickly.