Senior Sales Manager
On-siteHatfield, England, United Kingdom
Job Summary
Lead enterprise sales across UK, European retail, e-commerce, and third-party logistics markets, targeting deals between £1M and £5M with a 6 to 18-month cycle. Identify and connect with key executives, hold discovery calls to qualify opportunities, and own the full sales process by coordinating with solutions, deployment, and customer success teams. Build a pipeline of three times your annual quota, explain the OpEx and CapEx value proposition of Ocado IQ and AMRs to C-suite stakeholders, and negotiate NDAs, MSAs, and SOWs. Manage your activity through CRM and grow existing accounts while covering EMEA with approximately 40–60% travel.
Required Qualifications
- 5+ years of recent, significant experience closing enterprise deals >$1.5M involving hardware, software, and professional services, sold to CEO, CFO, COO, EVP, and SVP-level executives at e-commerce, retail, or third-party logistics companies
- A demonstrated record of meeting or exceeding quota across long, complex sales cycles (6–18 months)
- The ability to ask customers the right questions, listen to what they actually need, and build a high-quality proposal around those insights
- Experience qualifying and growing enterprise accounts, you know how to identify the right prospects and grow the base
- Comfort leading a cross-functional internal team through a structured, multi-stage bid process
- A CRM-first mindset, you keep your pipeline current because it's how you think and operate, not because you're chased for updates
- A hands-on, whatever-it-takes attitude, you're building a market, not managing one that already exists
- Covering EMEA and requiring approximately 40–60% travel to visit prospect and customer sites throughout the UK, Ireland, and Europe
- Lead the sales strategy based on Miller Heimann's Conceptual Selling with Perspective
- Explain the OpEx and CapEx value proposition of Ocado IQ and our AMRs to CEO, CFO, COO, EVP, and SVP-level stakeholders
- Negotiate NDAs, MSAs, and SOWs
Desired Qualifications
- Experience selling automation, robotics, or warehouse/fulfilment technology
- Proficiency with Salesforce, HubSpot, or another major CRM
- Have been trained in Miller Heimann's Conceptual Selling with Perspective
- Proximity to a major international airport
- German language proficiency
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