The Role
Leads sales strategy, revenue growth, enterprise customer acquisition, and market expansion across India and APAC. Develops strategic accounts, manages complex technology sales cycles, negotiates deals, builds partner ecosystems, and recruits and mentors regional sales teams. Collaborates with product, engineering, delivery, marketing, and leadership teams while providing market intelligence and supporting commercial planning in warehouse automation and logistics technology markets.
Summary Generated by Built In
Director – Sales (India & APAC)
Department: Sales
Location: Pune, India
Reporting To: Chief Growth Officer / CEO
Travel: 40–50% Domestic & International Travel
Experience: 12–18+ Years
About the Role
We are looking for an experienced and entrepreneurial Director – Sales (India & APAC) to lead revenue growth, strategic customer acquisition, and market expansion across India and the Asia-Pacific region.
This role will be responsible for building and executing the regional sales strategy, developing enterprise customer relationships, driving complex sales opportunities, and expanding Unbox Robotics' presence across key logistics and warehouse automation markets.
The ideal candidate will combine a strong hunter mindset with strategic leadership capabilities, bringing experience in enterprise solution sales, team development, and navigating complex multi-stakeholder sales environments.
As a member of the commercial leadership team, this individual will play a critical role in shaping go-to-market strategy and driving long-term business growth across the region.
Roles & Responsibilities
Revenue Growth & Regional Leadership
- Own sales targets and revenue growth across India and APAC markets.
- Develop and execute regional sales strategies aligned with company growth objectives.
- Build and maintain a strong pipeline of enterprise opportunities across target industries.
- Drive predictable revenue generation through disciplined pipeline and forecast management.
- Identify and prioritize new market opportunities within the APAC region.
Enterprise Customer Acquisition
- Lead strategic customer acquisition efforts across logistics, e-commerce, parcel, retail, manufacturing, and supply chain sectors.
- Engage with senior decision-makers including CEOs, COOs, Supply Chain Heads, Operations Leaders, and Logistics Executives.
- Drive complex enterprise sales cycles from opportunity creation through contract closure.
- Build long-term relationships with strategic customers and industry stakeholders.
- Lead commercial negotiations and deal structuring activities.
Team Leadership & Capability Building
- Build, mentor, and develop regional sales teams.
- Establish sales processes, performance metrics, and execution discipline.
- Coach team members on enterprise selling, account management, and customer engagement.
- Drive a high-performance sales culture focused on accountability and results.
- Support recruitment and development of sales talent across the region.
Strategic Partnerships & Ecosystem Development
- Develop relationships with channel partners, system integrators, consultants, and industry associations.
- Expand partner ecosystems to accelerate market penetration.
- Represent Unbox Robotics at industry events, conferences, and customer engagements across APAC.
Market Intelligence & Business Strategy
- Monitor industry trends, competitive activity, and customer requirements.
- Provide market insights to leadership and product teams.
- Support pricing strategy, market positioning, and commercial planning.
- Identify emerging opportunities within warehouse automation and logistics technology sectors.
Cross-Functional Collaboration
- Work closely with Product, Engineering, Delivery, Marketing, and Leadership teams.
- Ensure customer requirements are effectively translated into solution proposals.
- Support successful customer onboarding and deployment transitions.
- Align commercial priorities with organizational objectives.
Key Skills & Competencies
- Strong hunter mindset with demonstrated ability to create and close enterprise opportunities.
- Proven leadership experience in high-growth B2B environments.
- Deep expertise in solution-based enterprise selling.
- Strong commercial negotiation and deal structuring capabilities.
- Ability to navigate long and complex sales cycles.
- Excellent executive presence and stakeholder management skills.
- Experience building and leading geographically distributed teams.
- Strong strategic thinking combined with execution excellence
Qualifications & Experience
- Bachelor’s Degree in Engineering, Business, or a related field.
- MBA preferred.
- 12–18+ years of experience in enterprise sales, business development, or commercial leadership roles.
- Proven track record of achieving and exceeding revenue targets.
- Experience leading regional or multi-country sales teams.
- Strong experience selling complex technology or industrial solutions
Preferred Industry Experience
- Warehouse Automation
- Robotics
- Intralogistics
- Material Handling
- Supply Chain Technology
- Industrial Automation
- Warehouse Software Platforms
Experience selling into operations, logistics, manufacturing, supply chain, or warehouse organizations is highly preferred
What Success Looks Like
- Achievement of India & APAC revenue targets.
- Growth of enterprise customer base across the region.
- Expansion into new APAC markets and strategic accounts.
- Strong, predictable sales pipeline and forecast accuracy.
- High-performing regional sales team.
- Increased market share in warehouse automation and logistics technology segments.
Also, to learn more about what is like to be a Unbox employee, please read more about current employees and company culture:
https://unboxrobotics.com/
https://www.linkedin.com/company/unboxrobotics/
https://instagram.com/lifeatunbox
Skills Required
- Bachelor's degree in Engineering, Business, or a related field
- 12–18+ years of experience in enterprise sales, business development, or commercial leadership
- Proven record of achieving and exceeding revenue targets
- Experience leading regional or multi-country sales teams
- Strong experience selling complex technology or industrial solutions
- Experience in warehouse automation, robotics, intralogistics, material handling, supply chain technology, industrial automation, or warehouse software platforms
- MBA
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The Company
What We Do
Unbox Robotics builds software-defined robotics systems to enable logistics players to automate and radically improve their operations on-demand in a limited footprint and capital. We are applying proprietary Swarm Intelligence and ML algorithms inspired by nature to redefine the way companies sort and ship orders. Our 1st product UnboxSort is the world's first of its kind patented AI-powered parcel sorting robotic system that gets installed in <2 weeks, saves ~50% - 80% area, and improves productivity by > 3X to 5X. We have a strong team of alumni from the National University of Singapore, the University of York, and the Indian School of Business with international experience in robotics, manufacturing, and logistics. We are backed by 3one4 Capital, Sixth Sense Ventures, SOSV, Entrepreneur First, Redstart Labs (Info Edge), Arali Ventures, CIIE, Beenext, WEH Ventures, Force Ventures, Veda VC, and an impressive set of angel investors.
