Senior Director Of Sales

Ocado Group

8h•Remote

About The Position

Ocado Group is bringing automation to online grocery through its Ocado Smart Platform, which combines robotics, AI, and IoT. Ocado Mobile Robotics Systems (OMRS) applies autonomous mobile robot technology to retail, apparel, general merchandise, and third-party logistics. Its Ocado IQ software platform, Chuck AMRs, and Porter AMRs support fulfillment operations by helping them pick, pack, and ship orders faster and more accurately. The Senior Director of Sales will carry a meaningful quota and drive OMRS growth across US and Canadian retail, e-commerce, and third-party logistics markets. This is a hunter role focused on developing and closing enterprise deals, typically averaging $1 million to $5 million, with sales cycles of 6 to 18 months. The role reports to the VP of Sales and collaborates with the solutions team to develop solutions and own sales strategy. Buying centers typically include operations and engineering leaders and C-suite executives. The position covers North America and requires approximately 40–60% travel to prospect and customer sites throughout the US and Canada. It may be remote or based at the Dallas Solutions Hub, just north of DFW Airport, where the company's technology can be demonstrated in person.

Requirements

At least 5 years of recent, significant experience closing enterprise deals over $1.5 million involving hardware, software, and professional services, sold to senior executives at e-commerce, retail, or third-party logistics companies.
Demonstrated record of meeting or exceeding quota across complex sales cycles lasting 6–18 months.
Ability to ask customers effective questions, listen to their needs, and develop high-quality proposals based on those insights.
Experience qualifying and growing enterprise accounts, including identifying suitable prospects and expanding existing accounts.
Ability to lead a cross-functional internal team through a structured, multi-stage bid process.
CRM-first mindset and ability to keep the sales pipeline current.
Hands-on, whatever-it-takes attitude suited to building a market.
Willingness to travel approximately 40–60% throughout the US and Canada.

Nice To Haves

Experience selling automation, robotics, or warehouse/fulfillment technology.
Proficiency with Salesforce, HubSpot, or another major CRM.
Training in Miller Heiman’s Conceptual Selling with Perspective.
Proximity to a major international airport.
German language proficiency.

Responsibilities

Identify and connect with executives, influencers, and decision-makers across e-commerce, retail, and 3PL organizations.
Conduct discovery calls with new leads and qualify opportunities against the ideal customer profile.
Own sales opportunity progress, coordinating with solutions, deployment, and customer success teams.
Build and manage a pipeline equal to three times the annual sales quota, in partnership with marketing and customer support.
Lead sales strategy using Miller Heiman’s Conceptual Selling with Perspective.
Explain the OpEx and CapEx value proposition of Ocado IQ and its AMRs to CEO-, CFO-, COO-, EVP-, and SVP-level stakeholders.
Negotiate NDAs, MSAs, and SOWs.
Manage sales activity and pipeline through the CRM.
Grow existing accounts and deepen customer relationships throughout the customer lifecycle.
Develop and close enterprise-scale sales opportunities across North American retail, e-commerce, and 3PL markets.