Skild AI - Enterprise Account Executive – Warehouse Robotics (North America)
Requirements
• 5+ years of quota-carrying enterprise sales experience with a consistent record of meeting or exceeding targets. • Track record closing complex, multi-stakeholder deals in the $250K–$1M+ range with 6–12 month sales cycles. • Experience selling to operations, engineering, finance, and executive buyers in the same deal. • Proven ability to build pipeline from scratch rather than inheriting a book of business. • Strong business acumen; able to build and defend an ROI case on labor cost, throughput, and payback. • Skilled negotiator who can hold price and structure terms that protect long-term value. • Proficiency with a CRM and a structured sales methodology (MEDDICC, Challenger, or similar). • Working knowledge of warehouse and distribution operations, or the curiosity and speed to learn them quickly. • Experience selling supply chain automation (AMRs, goods-to-person, AS/RS, conveyor and sortation, or warehouse software) is a plus. • Experience selling subscription, RaaS, or recurring-revenue models into buyers accustomed to capital purchases is a plus. • An existing network of operations and supply chain leaders across North American distribution is a plus. • Owner mindset; self-directed, effective working remotely, and willing to qualify out deals that aren't a fit. • Outside of base salary, this role has on-target earnings (OTE), plus uncapped variable compensation tied to bookings.
Responsibilities
• Own a North American territory and build a self-sourced pipeline of enterprise 3PLs, retailers, e-commerce brands, and parts distributors. • Develop account plans that map the operations, engineering, finance, and executive stakeholders involved in each automation decision. • Prospect through direct outreach, industry events and trade shows (such as MODEX and ProMat), and channel partners. • Lead deals from first meeting through discovery, site visits, solution design, proposal, pilot or proof of concept, and signature. • Run structured discovery on order profiles, labor constraints, peak dynamics, and current automation estate. • Build and present business cases tied to measurable outcomes, including labor productivity, cost per unit, throughput, and payback. • Differentiate against competing AMR, goods-to-person, and fixed automation vendors in competitive evaluations. • Structure RaaS subscription agreements, including fleet sizing, term, pricing, and expansion paths, and guide capital-purchase buyers through adopting a subscription model. • Navigate enterprise procurement, legal, and security review alongside outside counsel on commercial terms. • Maintain an accurate forecast and disciplined CRM hygiene so leadership can plan against your numbers. • Collaborate with sales engineering, customer success, and deployment teams to hand off cleanly and drive fleet expansions and new sites. • Bring structured win/loss and customer feedback to product and engineering to inform the roadmap. • Regular travel to customer sites, pilots, and industry trade shows across North America, plus periodic visits to our San Mateo, CA headquarters.
Benefits
• $150,000—$150,000 USD
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