Job Description

Location: United States (Remote)

About the Role

At Ocado we're changing the way the world shops for good. Using our heritage as the leading grocery eCommerce pureplay and our expertise in supply chains and logistics, we provide proprietary technology solutions to facilitate and improve retailers globally. We’re looking for a Senior Director of Sales to help shape what’s next — particularly as we expand our presence across the U.S. market.

This role will require a high level of travel, approximately 60%.

What You’ll Do

The Sr. Director of Sales will have a direct impact on our growth and play a critical role in executing the Sales strategy. The ideal candidate will understand the complexities of the sales cycle in our space and will be able to leverage deep relationships in retail and eCommerce distribution, third-party logistics and supply chain. You are passionate about technology, inspire a high-performance culture and have a proven track record for introducing and selling new technologies.

Reporting to the VP of Sales, you will partner with the Sales team to develop customer and market insights, translating those insights to prospects, bringing in new customers and managing key customer relationships.

This is a remote position and will require 40-60% travel as you visit prospect sites and existing customer sites throughout the US and Canada.

Every day will bring exciting challenges while you:

• Develop and execute a process, in partnership with the Customer Support and marketing teams, to build a sales pipeline of 3x your annual sales quota
• Drive the sales process across E-Commerce, Retail, and 3rd Party Logistics (3PLs) by identifying and connecting with key executives, influencers, and decision-makers
• Understand and be able to explain the value proposition of Ocado Intelligent Automation from a OpEx and CapEx perspective
• Leverage and drive members of the sales, solutions, deployment, and customer success teams to deliver successful results and deepen relationships throughout the customer lifecycle.

What You Bring

• Recent and significant experience closing enterprise deals > $1MM involving hardware, software, and professional services to CEO, CFO, COO, EVP, SVP level executives at the following types of companies: E-commerce, Retail, and 3rd Party Logistics companies.
• Demonstrated performance meeting/exceeding sales quota
• As a modern sales professional, you view your CRM as an essential tool for meeting your goals. You never have to be reminded to have your opportunities up-to-date. You expect this from yourself and your team.
• Ability to ask customers the right questions, listen to what the customer needs, and also partner with MHE integrators to present a high-quality proposal based on customer needs
• Experience qualifying and growing accounts. The company has demand from many significant, well-known companies and we're looking for someone capable of navigating and growing these accounts. It is less about knowing where to find prospects and more about identifying the right ones, getting the initial close, and growing the base.
• Lead the internal bid process - developing a solution and leading our internal team through the Evaluation → Budgetary Proposal → Final Proposal will require you to align the activities and goals of our various internal team members. As the Sr. Director of Sales you are the sales leader that guides us through that proces

Why Join Ocado Group?

Ocado Group is a UK-based technology company publicly traded on the London Stock Exchange. For over 20 years, we’ve developed cutting-edge automation systems that power some of the world’s most advanced fulfillment operations.

Ocado Group partners with leading grocery retailers worldwide, providing the cutting-edge Ocado Smart Platform (OSP) – an end-to-end ecommerce, fulfillment, and last-mile delivery ecosystem. Our mission is to transform online grocery with world-class automation, AI-driven operations, and scalable solutions that empower our partners to lead in the digital age.

We are already working with some of the world's most prominent grocery retailers, including Groupe Casino (France), Kroger (USA), Coles (Australia), AEON (Japan), ICA (Sweden), and many more.

Today, we’re bringing those capabilities to enterprise customers across North America.

You’ll join a team that:

• Thinks long-term and acts boldly
• Values collaboration across borders and disciplines
• Encourages ownership, initiative, and innovation
• Is building the future of intelligent automation

Our Commitment to You

We believe great people do their best work when they feel supported, valued, and included. We are committed to building a diverse and inclusive workplace where everyone can thrive.

Benefits & Perks

• Competitive compensation and performance incentives
• 401(k) with company match and stock purchase plans
• Comprehensive medical, dental, and vision coverage
• Generous paid time off and company holidays
• Paid parental leave for all parents
• Company-paid life and disability insurance
• Flexible spending accounts and financial counseling resources
• Ongoing professional development and learning opportunities

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