About Us
We are Ocado Group, and we're bringing world-class automation to online grocery. Our Ocado Smart Platform (OSP) combines cutting-edge robotics, AI, and IoT within our advanced CFCs (Customer Fulfilment Centres). We've mastered the single pick, transforming online delivery for our global partners. Join us and be part of a team pushing the boundaries of retail technology.
About the Role
Ocado Mobile Robotics Systems (OMRS) applies our AMR technology to retail, apparel, general merchandise, and third-party logistics. Our Ocado IQ software platform, together with our Chuck and Porter AMRs supercharges the world's leading fulfillment operations by helping them pick, pack, and ship orders faster and more accurately.
As Senior Director of Sales, you will carry a meaningful quota and drive Ocado’s OMRS growth across the US and Canadian retail, e-commerce, and third-party logistics markets. This is a hunter's role where you will develop and close enterprise scale deals with an average sales typically between $1M and $5M and a sales cycle of 6 to 18 months.
You are an ideal candidate if you
- thrive in a complex sales environment
- you are passionate about technology
- you want to be part of a high-performance culture and rewarded for that performance
- have a proven track record of introducing and selling technology to sophisticated buyers
Reporting to the VP of Sales, will collaborate with the solutions team to develop the solution and own the sales strategy. Your typical buying center will include operations leadership, engineering leadership and C-Suite executives.
Covering North America and requiring approximately 40–60% travel to visit prospect and customer sites throughout the US and Canada; this may be a remote position or it can be based in our Dallas Solutions Hub located just north of DFW Airport where we are able to demonstrate our technology in-person.
About you
Every day will bring exciting challenges while you:
- Identify and connect with key executives, influencers, and decision-makers across e-commerce, retail, and 3PL organisations
- Hold discovery calls with new leads and qualify opportunities against our ideal customer profile
- Own the progress of sales opportunities, coordinating closely with our solutions, deployment, and customer success teams
- Build and manage a pipeline of 3x your annual sales quota, in partnership with marketing and customer support
- Lead the sales strategy based on Miller Heimann’s Conceptual Selling with Perspective
- Explain the OpEx and CapEx value proposition of Ocado IQ and our AMRs to CEO, CFO, COO, EVP, and SVP-level stakeholders
- Negotiate NDAs, MSAs, and SOWs
- Manage your sales activity through our CRM, not because you're required to, but because it's an essential part of how you run your business and communicate with the organisation
- Grow existing accounts, deepening relationships throughout the customer lifecycle
What you bring:
- 5+ years of recent, significant experience closing enterprise deals >$1.5M involving hardware, software, and professional services, sold to CEO, CFO, COO, EVP, and SVP-level executives at e-commerce, retail, or third-party logistics companies
- A demonstrated record of meeting or exceeding quota across long, complex sales cycles (6–18 months)
- The ability to ask customers the right questions, listen to what they actually need, and build a high-quality proposal around those insights.
- Experience qualifying and growing enterprise accounts, you know how to identify the right prospects and grow the base.
- Comfort leading a cross-functional internal team through a structured, multi-stage bid process.
- A CRM-first mindset, you keep your pipeline current because it's how you think and operate, not because you're chased for updates
- A hands-on, whatever-it-takes attitude, you're building a market, not managing one that already exists
Bonus qualifications:
- Experience selling automation, robotics, or warehouse/fulfilment technology
- Proficiency with Salesforce, HubSpot, or another major CRM
- Have been trained in Miller Heimann’s Conceptual Selling with Perspective
- Proximity to a major international airport
- German language proficiency
What we offer
We believe in supporting our people with meaningful, flexible benefits that prioritise well-being and work-life balance. Here’s a snapshot of what you can expect:
- Uncapped commission plan
- 401k Plan; 100% match up to 5% of earnings
- Paid Vacation and Sick Days
- 10 Paid Public Holidays
- Medical, Dental, and Vision Insurance
- Medical and Dependent Care
- Flexible Spending Accounts Health Reimbursement Account
- Company Contribution of 50% of Annual Deductible
- Company Paid Life Insurance
- Short and Long Term Disability Insurance
- Employee Assistance Program
#LI-REMOTE
Skills Required
- 5+ years closing enterprise deals > $1.5M involving hardware, software, and professional services
- Demonstrated record of meeting or exceeding quota across long, complex (6–18 month) sales cycles
- Experience selling to C-suite (CEO, CFO, COO, EVP, SVP) and influencing executive buying centers
- Ability to lead cross-functional internal teams through a structured, multi-stage bid process
- CRM-first mindset and consistent pipeline management via CRM
- Ability to build high-quality proposals from customer discovery and needs analysis
- Strong negotiation skills for NDAs, MSAs, and SOWs
- Willingness and ability to travel approximately 40–60% across the US and Canada
- Proven experience qualifying and growing enterprise accounts
- Hands-on, market-building attitude in a high-performance sales culture
- Experience introducing and selling technology to sophisticated buyers
- Experience selling automation, robotics, or warehouse/fulfilment technology
- Proficiency with Salesforce, HubSpot, or another major CRM
- Training in Miller Heiman's Conceptual Selling with Perspective
- Proximity to a major international airport
- German language proficiency
Ocado Group Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Ocado Group and has not been reviewed or approved by Ocado Group.
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Equity Value & Accessibility — Equity programs include free share awards after six months of service, with additional access to broad-based plans such as SIP, Sharesave, and ESPP in applicable regions.
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Flexible Benefits — Work arrangements often allow hybrid schedules and a limited work‑from‑anywhere allowance, alongside flexible leave options and discount schemes depending on role and location.
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Parental & Family Support — Policies cover birth, adoption, fostering and surrogacy, with returner coaching and additional flexible arrangements after leave where applicable.
Ocado Group Insights
What We Do
When our journey started, we were all about changing the way people shop for groceries. Nearly 20 years later, we’re a FTSE 100, client-focused business that provides services, technology, and automation to grocery e-commerce businesses around the world.
