Enterprise Account Executive – Warehouse Robotics (North America)

Position Overview

We are seeking an Enterprise Account Executive to own new business across North America, selling our autonomous mobile robot (AMR) fleets, delivered as robotics-as-a-service (RaaS), into large fulfillment and distribution operations. Reporting to the Global Commercial Director, you will build your own pipeline, run complex multi-stakeholder evaluations, and structure and negotiate subscription agreements with a typical annual contract value around $500K. You will partner closely with sales engineering, who own system modeling and solution design, while you own the relationship, the deal strategy, and the close. This role offers the opportunity to shape 's reference base, pricing, and product roadmap as one of a small, senior go-to-market team.

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.
• Navigate enterprise procurement, legal, and security review alongside outside counsel on commercial terms.
• Maintain an accurate forecast and disciplined CRM hygiene so leadership can plan against your numbers.
• Collaborate with sales engineering, customer success, and deployment teams to hand off cleanly and drive fleet expansions and new sites.
• Bring structured win/loss and customer feedback to product and engineering to inform the roadmap.
• Regular travel to customer sites, pilots, and industry trade shows across North America, plus periodic visits to our San Mateo, CA headquarters.

Preferred Qualifications

• 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.
• Experience selling supply chain automation (AMRs, goods-to-person, AS/RS, conveyor and sortation, or warehouse software) is a plus.
• Experience selling subscription, RaaS, or recurring-revenue models into buyers accustomed to capital purchases is a plus.
• An existing network of operations and supply chain leaders across North American distribution is a plus.
• Owner mindset; self-directed, effective working remotely, and willing to qualify out deals that aren't a fit.

Outside of base salary, this role has on-target earnings (OTE), plus uncapped variable compensation tied to bookings.