About Berkshire Grey
Berkshire Grey is a pioneer in intelligent robotic automation solutions that transform supply chain operations. Our mission is to help the world’s largest retailers & 3PLs, eCommerce providers, parcel & healthcare companies, and manufacturers achieve higher efficiency, speed, and resiliency by leveraging advanced robotics and AI-powered automation.
Role Overview
We are seeking a highly experienced Sales Executive with a strong background in Material Handling Equipment (MHE), automation, and robotics to drive large-scale revenue growth. This senior role requires a proven track record of sourcing, managing, and closing enterprise deals ranging from $250K to $50M.
The ideal candidate will combine deep industry knowledge with strong executive presence, customer relationship-building skills, and the ability to collaborate across business development, solutions, product, and engineering teams. This individual will play a critical role in expanding Berkshire Grey’s footprint across Retail, eCommerce, and related verticals.
Key Responsibilities
- Independently source new sales opportunities through industry relationships, direct prospecting, and strategic outreach.
- Drive complex enterprise sales cycles from prospecting through contract negotiation and close.
- Lead the SOW and MSA process internally and with prospects, ensuring alignment across stakeholders and working closely with the legal team to navigate and finalize agreements.
- Consistently achieve and exceed multi-million-dollar sales targets.
- Partner with the Business Development team to develop and qualify top-of-funnel opportunities.
- Translate early engagement into structured pursuits and successful deal outcomes.
- Work closely with the BG Solutions function to craft compelling, value-driven concepts and proposals tailored to each prospect’s business challenges.
- Provide market feedback to product and solutions teams to help shape future offerings.
- Leverage existing executive-level relationships across Retail, ECommerce, Logistics, and Supply Chain industries to accelerate pipeline development.
- Build long-term partnerships with customers by serving as a trusted advisor on automation and robotics solutions.
Required Qualifications
- 10+ years of enterprise sales experience, with at least 5 years in MHE, automation, or robotics.
- Demonstrated success closing large-scale deals ($250K – $50M+) with enterprise customers.
- Strong network and trusted relationships in Retail, ECommerce, Logistics, or related industries.
- Excellent communication, presentation, and negotiation skills.
- Proven experience leading contracting processes (SOWs, MSAs, and related agreements) with legal teams and customer stakeholders.
- Ability to manage long, complex sales cycles and align multiple stakeholders.
- Entrepreneurial mindset with the ability to work independently while thriving in a collaborative environment.
Preferred Qualifications
- Deep understanding of warehouse automation, supply chain technology, and robotics solutions.
- Prior experience selling into Fortune 100 companies.
- Proven ability to influence C-level decision-makers.
- Bachelor’s degree in Business, Engineering, or related field.
What We Offer
- Competitive compensation package with performance-based incentives.
- Comprehensive benefits including health, dental, vision, and 401(k).
- Opportunity to work with cutting-edge technology shaping the future of supply chain automation.
- Collaborative and innovative culture with strong career growth potential.
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Skills Required
- 10+ years of enterprise sales experience
- At least 5 years of experience in material handling equipment, automation, or robotics
- Demonstrated success closing large-scale enterprise deals ranging from $250K to $50M+
- Strong network and trusted relationships in retail, eCommerce, logistics, or related industries
- Excellent communication, presentation, and negotiation skills
- Experience leading contracting processes involving SOWs, MSAs, legal teams, and customer stakeholders
- Ability to manage long, complex sales cycles and align multiple stakeholders
- Entrepreneurial mindset and ability to work independently in a collaborative environment
- Deep understanding of warehouse automation, supply chain technology, and robotics solutions
- Experience selling to Fortune 100 companies
- Ability to influence C-level decision-makers
- Bachelor's degree in Business, Engineering, or a related field
What We Do
It’s time to radically change the essential way we do business. At Berkshire Grey, our game-changing solutions combine AI and Robotics to automate omni-channel fulfillment for retailers, eCommerce, and logistics enterprises serving today’s connected consumers. By transforming pick, pack and sort operations, our technology is a fundamental engine of change that moves you forward.
