Enterprise Account Executive – Warehouse Robotics

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of a North American territory and cultivate a self-generated pipeline of enterprise 3PLs, retailers, e-commerce brands, and parts distributors.

• Create account strategies that include operations, engineering, finance, and executive stakeholders.

• Engage in prospecting through direct outreach, industry events, trade shows, and collaborations with channel partners.

• Guide deals from the initial meeting through discovery, site visits, solution design, proposal, pilot or proof of concept, and final signature.

• Conduct structured discovery regarding order profiles, labor constraints, peak dynamics, and the current state of automation.

• Develop and present business cases linked to labor productivity, cost per unit, throughput, and return on investment.

• Differentiate offerings from competing AMR, goods-to-person, and fixed automation vendors.

• Structure RaaS subscription agreements that encompass fleet sizing, terms, pricing, and expansion opportunities.

• Navigate the complexities of enterprise procurement, legal, and security reviews alongside external counsel.

• Ensure accurate forecasts and maintain disciplined CRM practices.

• Collaborate with sales engineering, customer success, and deployment teams on transitions, fleet expansions, and new site launches.

• Provide structured win/loss analysis and customer feedback to product and engineering teams to guide the roadmap.

• Travel frequently to customer locations, pilot programs, and industry trade shows across North America, along with occasional visits to the San Mateo headquarters.

⛳️ Requirements

• A minimum of 5 years of quota-carrying enterprise sales experience with a proven history of meeting or surpassing targets.

• Demonstrated success in closing complex, multi-stakeholder deals in the range of $250K–$1M+ with sales cycles lasting 6–12 months.

• Experience in selling to operations, engineering, finance, and executive buyers within the same transaction.

• Proven capability to build a pipeline from the ground up rather than relying on an existing book of business.

• Strong business acumen; capable of constructing and defending an ROI case based on labor costs, throughput, and payback.

• Effective negotiator who can maintain pricing and structure terms that safeguard long-term value.

• Familiarity with a CRM system and a structured sales methodology (such as MEDDICC, Challenger, or similar).

• Basic understanding of warehouse and distribution operations, or the eagerness and speed to learn them quickly.

• Experience in selling supply chain automation is advantageous.

• Background in selling subscription, RaaS, or recurring revenue models is a plus.

• Existing network of operations and supply chain leaders within North American distribution is beneficial.

• Possess an ownership mindset; self-motivated, capable of working effectively in a remote setting, and willing to disqualify deals that do not align.

🏝️ Benefits

• On-target earnings (OTE).

• Uncapped variable compensation linked to bookings.

• Flexible remote work arrangement.

• Opportunity to influence Skild AI's reference base, pricing strategies, and product roadmap.