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Strategic Account Director

3 months ago

Cambridge, Massachusetts, United States Pickle Robot Company Full time

About Pickle Robot Company:

At Pickle Robot Company, we believe the best working experience is one where machines do the heavy lifting and people do the problem solving. Our robots work with people in the messy world of warehouse loading docks, reducing the real physical pain of unloading trucks and containers, radically amplifying what each person can accomplish.

Founded by an exceptional cast of robotics and machine learning experts, Pickle creates robots that work alongside people in the very messy world of the loading dock, reducing the backbreaking human effort that goes into getting your online orders to your door.

About this Role:

Pickle Robot is seeking a Strategic Account Director with a proven track record in driving revenue growth through a complex, end-to-end sales process. The ideal candidate will manage the entire sales cycle with key accounts—qualifying and developing leads, understanding customers' business goals, identifying sales opportunities, building relationships with key decision-makers, leading and closing complex negotiations with support from the sales and solutions team, meeting revenue targets, and generating a base of satisfied customers who will act as references and brand ambassadors across industries.

You Will:

  • Achieve sales targets (bookings and number of robotic solutions) while being an excellent team player
  • Establish enduring strategic relationships with key accounts at all levels
  • Manage a sales pipeline across Vertical Markets and execute strategic sales process necessary for complex sales cycles
  • Actively participate in trade shows and marketing events
  • Collaborate with colleagues inside and outside of the sales organization to refine sales processes
  • Work closely with the finance team to develop pricing strategies and contract terms.
  • Develop and execute customer retention strategies to ensure long-term satisfaction and loyalty.

You:

  • Have recent and significant (5+ years) experience closing CapEx and "X as a Service" deals involving hardware, software, and professional services
  • Have targeted relevant Vertical Market companies and worked with VP level executives to close deals. Proven success in leveraging company leadership to help establish senior level relationships.
  • Demonstrated experience in outlining strategic plans to map the journey of the deal and how to win
  • Collaborate well cross functionally, particularly with Product Management, Engineering, CX, Customer Success, Marketing, and BDRs
  • Experience in a startup environment and comfortable with ambiguity and change
  • Exercise strong organization and time management skills, with the ability to cope with fluctuating workloads and high-stress situations
  • Willing to travel up to 50% of time to customer sites
  • Bonus: relevant experience in warehouse automation or supply chain