Enterprise Account Executive

Job description

We are a well-funded startup on a mission to make e-commerce logistics more human-friendly and efficient with AI-powered robotics. Founded by leading robotics researchers, we are growing our team of dynamic and compassionate tech enthusiasts to deploy human-centered robots at scale. Join us in helping people handle more throughout the supply chain! We're looking for a battle-tested Enterprise Account Executive who has spent a career selling large, complex capital equipment or automation solutions to the world's most demanding supply chain organizations — Amazon, Walmart, Target, UPS, FedEx, and companies of that caliber. This is not an entry-level or mid-market role. We need someone who has navigated multi-year CapEx sales cycles, built relationships at the VP and C-Suite level within major retailers and logistics operators, and has the scars and wins to prove it. You know how to move a deal from whiteboard to signed MSA and SOW — and you know how to keep a strategic account healthy and growing for years after go-live. Critically, Ambi already has enterprise customers live in production — household names in retail, e-commerce, and parcel. Your first priority is managing, deepening, and scaling those relationships while simultaneously opening new logos. You'll work cross-functionally with our solutions engineering, product, and operations teams to grow existing deployments into multi-site programs and close the next generation of transformational deals. ### In this role you will: - Own a Strategic Account Portfolio — Exceed quota across named enterprise accounts (Tier 1 retailers, e-comm, carriers, 3PLs) by building C-suite/VP relationships, executing account plans to drive expansion and protect revenue, and serving as a trusted advisor embedded in your customers' operations - Drive Large CapEx Sales Cycles — Manage complex 6–24 month, multi-stakeholder sales cycles from discovery through close, building financial justification models (NPV/ROI, payback, labor savings) and coordinating internal teams to deliver winning proposals and smooth implementations - Use Contract & Commercial Expertise — Lead negotiations across MSAs, SOWs, and multi-site contracts, navigating enterprise procurement processes and partnering with Legal and Finance to structure creative deal terms, while maintaining rigorous CRM pipeline and forecast discipline - Build & Leverage Your Network — Bring a deep, established Rolodex across supply chain, logistics, and retail to self-source pipeline, represent Ambi at key industry events (ProMat, MODEX, RILA, CSCMP), and feed market and competitive intelligence back to internal teams ### You're a good fit if you have: - 10–12+ years of enterprise sales experience, with a consistent track record of meeting or exceeding quota in complex, long-cycle deals - Demonstrated history of selling to — and closing — Tier 1 accounts such as Amazon, Walmart, Target, Costco, UPS, FedEx, USPS, DHL, major 3PLs, or comparable large-scale operators - Proven experience selling large CapEx projects — capital equipment, automation systems, robotics, material handling, or enterprise software with significant implementation scope - Deep familiarity with MSAs, SOWs, and multi-site enterprise contract structures; you can negotiate commercial terms without always needing to escalate to legal - Ability to build and present executive-level business cases, ROI models, and capital justification materials that speak the language of finance and operations leadership - A genuine, well-maintained network within the supply chain, logistics, retail, or e-commerce community — contacts you can call this week ### Strong preference for candidates with: - Background in robotics, warehouse automation, conveyor/sortation systems, AGVs/AMRs, goods-to-person technology, or related automation verticals - Experience working within preferred vendor programs or supplier frameworks at Amazon, Walmart, or major parcel carriers - Familiarity with DC design, material flow, labor modeling, and operational KPIs — you can hold a credible technical conversation on the warehouse floor - Prior experience at a high-growth Series B–D robotics or automation company, where you've helped build the enterprise sales playbook - Existing relationships with VPs of Supply Chain, Directors of Engineering, or Heads of Automation at Tier 1 accounts ### We offer benefits such as: - Competitive base salary with a rich commission plan and significant earning potential - Unlimited PTO - Health, dental, and vision insurance - 401k with 5% matching by Ambi - Equity ownership