Enterprise Account Executive – Warehouse Robotics

. Own a North American territory and build a self-sourced pipeline of enterprise 3PLs, retailers, e-commerce brands, and parts distributors .

Posted 9/25/2026full-timeRemote • United StatesMid-LevelSenior💰 $150,000 per yearWebsite

Key responsibilities & impact

Own a North American territory and build a self-sourced pipeline of enterprise 3PLs, retailers, e-commerce brands, and parts distributors
Develop account plans mapping operations, engineering, finance, and executive stakeholders
Prospect through direct outreach, industry events, trade shows, 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 labor productivity, cost per unit, throughput, and payback
Differentiate against competing AMR, goods-to-person, and fixed automation vendors
Structure RaaS subscription agreements, including fleet sizing, term, pricing, and expansion paths
Navigate enterprise procurement, legal, and security review alongside outside counsel
Maintain accurate forecasts and disciplined CRM hygiene
Collaborate with sales engineering, customer success, and deployment teams on handoffs, fleet expansions, and new sites
Bring structured win/loss and customer feedback to product and engineering to inform the roadmap
Travel regularly to customer sites, pilots, and industry trade shows across North America, plus periodic visits to the San Mateo headquarters

What you’ll need

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 is a plus
Experience selling subscription, RaaS, or recurring-revenue models 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

Comp & perks