Senior Director of Sales

About Us

We are Ocado Group, and we're bringing world-class automation to online grocery. Our Ocado Smart Platform (OSP) combines cutting-edge robotics, AI, and IoT within our advanced CFCs (Customer Fulfilment Centres). We've mastered the single pick, transforming online delivery for our global partners. Join us and be part of a team pushing the boundaries of retail technology.

About the Role

Ocado Mobile Robotics Systems (OMRS) applies our AMR technology to retail, apparel, general merchandise, and third-party logistics. Our Ocado IQ software platform, together with our Chuck and Porter AMRs supercharges the world's leading fulfillment operations by helping them pick, pack, and ship orders faster and more accurately.

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.

You are an ideal candidate if you 

• thrive in a complex sales environment
• you are passionate about technology
• you want to be part of a high-performance culture and rewarded for that performance
• have a proven track record of introducing and selling technology to sophisticated buyers

Reporting to the VP of Sales, will collaborate with the solutions team to develop the solution and own the sales strategy. Your typical buying center will include operations leadership, engineering leadership and C-Suite executives. 

Covering North America and requiring approximately 40–60% travel to visit prospect and customer sites throughout the US and Canada; this may be a remote position or it can be based in our Dallas Solutions Hub located just north of DFW Airport where we are able to demonstrate our technology in-person.

About you

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

What you bring:

• 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

Bonus 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

What we offer

We believe in supporting our people with meaningful, flexible benefits that prioritise well-being and work-life balance. Here’s a snapshot of what you can expect:

• 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

#LI-REMOTE