Sales Director

Role Overview

• Own the US revenue target for Veloq's warehouse automation SaaS — including closing the first enterprise account(s) and building the FY27 pipeline.
• Progress and expand an existing set of qualified target accounts already in motion, while adding new enterprise opportunities in EMEA.
• Build a qualified pipeline of enterprise accounts with a minimum 3:1 pipeline coverage ratio maintained at all times.
• Develop a repeatable, scalable sales motion that can be handed off to future hires as the business grows.
• Refine the US ICP: target verticals, buyer personas, account profiles, and deal stages.
• Develop the sales narrative for each buyer persona — COO, VP Supply Chain, and CFO — anchored in warehouse economics, labour productivity, fulfilment cost per order, and same-day capability.
• Translate complex technical capabilities into customer-specific value propositions, including tailored warehouse automation designs and implementation approaches.
• Maintain deal discipline through consistent go-to-market engagement, account planning, proposal quality, and competitive positioning.
• Build and manage relationships with enterprise retail and 3PL decision-makers across Europe.
• Represent Veloq at relevant grocery, supply chain, and logistics forums to build brand presence and pipeline.
• Develop strategic accounts into multi-FC, multi-year contracts.
• Work with the CEO on pricing strategy and major contract negotiations.
• Collaborate with the Head of Partnerships on SI and co-sell opportunities.
• Partner with product leadership on solution roadmap, competitive positioning, and market feedback — feeding buyer objections, competitive threats, and emerging trends back into the business.
• Work cross-functionally with Operations, Legal, and Finance to ensure seamless handover from sale to implementation, reducing rework and improving customer satisfaction.
• Coach, develop, and elevate the performance of the commercial team; set high standards for sales culture, activity discipline, and customer engagement.
• Build succession plans and hire high-potential talent as the function scales — bringing in the right people at the right time.
• Implement and uphold a consistent sales operating rhythm: pipeline reviews, deal qualification, forecast calls, and win/loss debriefs.
• Optimise deployment of pre-sales, solution design, and business development resources across the account base.

Requirements

• 10+ years in enterprise SaaS or supply chain / logistics technology sales, with at least 5 years in senior commercial or hunter roles.
• Proven closer with a track record of hitting or exceeding quotas at or above €1M ARR.
• Experience selling into retail, grocery, or logistics operations at C-suite or VP level, with a strong understanding of warehouse automation and e-grocery economics.
• Proven people management experience, including coaching, performance management, and building a high-performing sales culture.
• Consultative technical sales experience: the ability to sell bespoke solutions requiring discovery, solution design, and alignment across operational and technical stakeholders.
• Hunter mentality: you build your own pipeline and thrive using CRM and AI tools to accelerate outbound sales motion
• Comfortable with long, complex sales cycles (6–18 months) across multiple stakeholders including operations, IT, finance, and legal.
• Based in Prague, Berlin, or Vienna; fluent English.

Benefits

• Equity in a company at the beginning of a major growth curve