Director of Strategic Sales

OVERVIEW

A fast-scaling, pre-IPO warehouse robotics company is adding a Strategic Accounts Program Director to deepen and expand its largest 3PL and enterprise logistics relationships across North America. The business designs and deploys intelligent automation systems that combine scalable platform architecture with customer-specific configuration, and it competes at the top of the warehouse automation market globally.

This is a newly elevated role created to put dedicated executive ownership on the accounts that will define the company's Americas growth trajectory. The Director will serve as the primary relationship owner, escalation point, and expansion driver for key strategic accounts, operating cross-functionally with Delivery, Solutions, Sales, Engineering, and global headquarters. The candidate audience is logistics operators who have navigated 3PL complexity from the inside and understand what it takes to drive adoption of transformative technology at enterprise scale.

COMPENSATION

Base: $170,000 to $200,000

Bonus: 20% target

LTI: ~$50K cash over 4 years (pre-IPO structure; specifics TBD)

LOCATION & TRAVEL

Remote

Travel: up to 50%, primarily domestic with some international

RESPONSIBILITIES

• Own strategic account plans for key 3PL and enterprise logistics clients, driving revenue growth and long-term partnership value
• Serve as primary executive relationship owner across large, geographically dispersed organizations; engage at C-suite level
• Act as first point of escalation for both project teams and customer executives; drive high-urgency problem resolution
• Identify, structure, and close complex expansion deals aligned with client operational objectives
• Lead opportunities from initial strategy and deal structure through negotiation and close
• Translate deep 3PL business knowledge into differentiated automation value propositions
• Drive pipeline accuracy, revenue forecasting, and account growth planning
• Partner cross-functionally with Delivery, Solutions, Engineering, and Sales to bring differentiated capabilities to clients
• Monitor competitive landscape and client sponsorship patterns to protect and grow strategic positioning

REQUIREMENTS

• 5+ years in strategic account management, enterprise sales, or business development within logistics, supply chain, or supply chain technology
• Deep 3PL industry experience with operating-level understanding of supply chain economics: revenue, margin levers, cost structures
• Demonstrated success managing and expanding large enterprise accounts with multi-stakeholder complexity
• Proven ability to navigate complex organizations and influence at the executive level
• Experience structuring and closing complex enterprise or technology-enabled deals
• Comfort operating in a high-growth, fast-paced environment with limited process infrastructure