We are looking for a leader to build and run our global PreSales organisation as we scale our enterprise business in North America and Europe.
It is a role for someone who likes building the discipline, the assets, and the bench that lets a technical GTM function scale beyond the people currently in it.
Key Deliverables:
You will own the global PreSales function - a distributed team across North America, Europe, and India, which you will grow over the next 12-18 months.
The function covers:
Discovery and diagnostics - business-led discovery with supply chain, operations, and finance leaders, ahead of any product demonstration
Solution design and demonstrations - business-scenario-native, built to the customer's own requirements
POCs, benchmarks, and simulations - including the technical proof work that decides competitive bake-offs
RFP technical response - architecture, integration, security, and functional depth
Value engineering - business-case and TCO modelling alongside the commercial team
Field technical enablement - certification and reference architectures for our global Sales & PreSales organisation
You will work closely with our Industry Principal, who owns the transformation thesis and business case on strategic pursuits. Your organisation owns the solution, the proof, and the technical credibility behind it.
Required skills and experience
Leading and building teams
Hiring to a raised bar while developing the people already in seat
Coaching in a way that changes behaviour and scales the team
Building depth so that no pursuit depends on one person
Running a diagnostic-led motion
Personally capable of running a business discovery conversation with a Chief Supply Chain Officer or COO and emerging with a quantified value hypothesis. And capable of teaching that skill to others.
Proving value
Specifying and driving reusable proof tooling with engineering, in engineering terms, against real dates
Turning objections into dated, concrete follow-up artifacts
Operating as a GTM leader
Honest technical risk forecasting, including recommending against a bid
Defending win-rate movement with evidence in a leadership or board review
Must-have qualifications
12+ years in enterprise software, with 5+ years leading customer-facing technical teams - PreSales, Solutions Consulting, Solution Architecture, including managing across more than one geography
Direct, hands-on experience in supply chain, logistics, transportation, or a comparably operations-critical enterprise category
A track record of seven-figure enterprise deals where you personally shaped the technical win
Demonstrated asset building: playbooks, POC frameworks, demo environments, certification programmes, or ROI tooling.
Experience leading a technical GTM team through a move upmarket - from transactional deals to enterprise transformation programmes
Comfort operating a distributed team across India, North America, and European time zones, with 30–40% travel
Strong written communication
Preferred
Competitive experience with major TMS and supply chain platform vendors
Experience selling or evaluating AI and agentic capability into enterprise
Exposure to outcome-based or gain-share commercial constructs and what they require of a technical team
What We Offer
Join Locus and become part of a visionary team that is redefining logistics through innovation and smart distribution. We provide competitive compensation, comprehensive benefits, and a collaborative environment where your expertise will drive both your growth and that of the organization.
Locus is an equal opportunity employer dedicated to creating a diverse and inclusive workplace.
Battle-tested in 350+ deployments across 30+ countries, Locus is an agentic Transportation Management System for all-mile, all-channel, trusted by enterprises like Unilever, Nestlé, and Siam Makro. The platform unifies orders, capacity, and carrier networks into one living plan, aligning planning, execution, and settlement so promises become proof. AI co-pilots with guardrails surface risk early and recommend the next best move to protect SLAs and reduce empty miles. Built for real-world constraints, Locus delivers pragmatic impact.
Following its acquisition by Ingka Group, Locus remains independent under its own brand and leadership, continues serving enterprises beyond Ingka, and partners with IKEA to scale speed, reliability, and sustainability at scale.
