[Hiring] Senior Director Of Sales @Ocado Group

Role Description

As Senior Director of Sales, you will carry a meaningful quota and drive Ocado’s OMRS growth across the US and Canadian retail, e-commerce, and third-party logistics markets. This is a hunter's role where you will develop and close enterprise scale deals with an average sales typically between $1M and $5M and a sales cycle of 6 to 18 months.

Every day will bring exciting challenges while you:

• Identify and connect with key executives, influencers, and decision-makers across e-commerce, retail, and 3PL organisations
• Hold discovery calls with new leads and qualify opportunities against our ideal customer profile
• Own the progress of sales opportunities, coordinating closely with our solutions, deployment, and customer success teams
• Build and manage a pipeline of 3x your annual sales quota, in partnership with marketing and customer support
• 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
• Manage your sales activity through our CRM, not because you're required to, but because it's an essential part of how you run your business and communicate with the organisation
• Grow existing accounts, deepening relationships throughout the customer lifecycle

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

Requirements

• 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

Benefits

• Uncapped commission plan
• 401k Plan; 100% match up to 5% of earnings
• Paid Vacation and Sick Days
• 10 Paid Public Holidays
• Medical, Dental, and Vision Insurance
• Medical and Dependent Care
• Flexible Spending Accounts Health Reimbursement Account
• Company Contribution of 50% of Annual Deductible
• Company Paid Life Insurance
• Short and Long Term Disability Insurance
• Employee Assistance Program