Sr. Director, Sales

Join Our Team

At Onward Robotics, we are a bold, gritty, and purposeful team with an ambitious mission to revolutionize fulfillment. Our team is driven by a client-first mentality: we aim to solve hard problems and fuel our clients’ growth with innovation. We are seeking talented individuals who will have a huge impact on both our business and our team. Join us on our mission as we move fast, think big, and have fun!

About Us

Onward Robotics delivers innovative automation technology that coordinates humans and robots as a cohesive system to revolutionize fulfillment. Our Meet Me solution combines proprietary software with person-to-goods mobile robots to increase efficiency in warehousing, distribution, and e-commerce operations. Onward Robotics provides the boost in productivity, flexibility, and speed that companies need to remain competitive and grow. Learn more at onwardrobotics.com.

Job Purpose

As the Sr. Director, Sales you will play a key role in driving Onward Robotics’ revenue growth and expanding our client base in the North American market. You will be responsible for scaling a high-performing sales team, and expanding our footprint across strategic verticals including 3PLs, retail/ecommerce, wholesale distribution, healthcare, industrial supplies, and automotive.

You will lead the sales function with a focus on pipeline development, deal execution, and customer engagement, and will collaborate closely with marketing, product, and customer success to align sales execution with customer needs and solution value.

Duties and Responsibilities:

Strategic Sales Leadership

• Develop and implement a comprehensive sales strategy aligned with company growth goals and market expansion priorities.
• Own pipeline development and sales forecasting across key verticals and customer segments.
• Partner with the executive team to align sales initiatives with Onward Robotics’ product roadmap and marketing programs.
• Leverage data to refine segmentation, territory planning, and resource allocation.

Team Building & Management

• Build and lead a growing team of Enterprise Account Executives.
• Foster a performance-driven culture grounded in accountability, collaboration, and continuous improvement.
• Coach and develop team members, supporting professional growth and optimizing team performance.

Customer Engagement

• Cultivate and expand relationships with key enterprise customers, strategic accounts, and buying influencers.
• Own the sales cycle from early-stage discovery through contract negotiation and close.
• Represent the company at industry events, trade shows, and customer meetings to elevate brand awareness and capture market intelligence.

Operational Execution

• Ensure sales activities are well-documented in CRM (Salesforce/HubSpot), with consistent forecasting, reporting, and pipeline hygiene.
• Establish KPIs, dashboards, and sales performance metrics to monitor progress and drive accountability.
• Continuously evaluate and improve sales processes and enablement programs to support scalable growth.

Core Competencies:

• Strong leadership skills with the ability to inspire and motivate a team to achieve results. This includes setting clear goals, providing direction, and offering support and guidance to help the team achieve success.
• Extensive client focused communication and relationship building.
• Strategic thinker with the ability able to analyze market trends, identify opportunities, and develop strategies to maximize sales growth and achieve revenue targets.
• Intimate understanding of distribution and fulfillment operations.
• Results-driven mindset with a focus on achieving and exceeding sales targets and objectives.

Direct Reports:

Enterprise Account Executives

Qualifications:

Required Skills:

• Revenue-Driven Leadership: Demonstrated ability to grow revenue through focused pipeline generation, disciplined sales execution, and team enablement.
• Strategic Thinker: Able to design and adapt sales strategies in response to shifting customer needs, market dynamics, and competitive pressures.
• Customer-Centric: Builds trust and credibility with senior buyers, understands their operational challenges, and tailors solution positioning accordingly.
• Cross-Functional Collaboration: Works effectively across functions including product, engineering, marketing, and customer success.
• Operational Rigor: Skilled in sales forecasting, planning, and use of analytics to drive decisions.
• High EQ Leadership: A people-first leader who inspires, develops, and leads by example.

Minimum Experience Requirements

• 7-10 years of B2B sales experience in enterprise technology or automation, with a strong preference for warehouse automation, robotics, or industrial software.
• 5+years of experience leading and scaling sales teams in a high-growth environment.
• Proven track record of meeting or exceeding multimillion-dollar revenue targets through direct and partner-led sales.
• Demonstrated experience selling into supply chain, logistics, or operations-focused buyer personas.
• Strong command of CRM tools (Salesforce/HubSpot), sales analytics, and account planning frameworks.

Preferred Experience Requirements

• 10-15 years of experience selling advanced technology solutions into supply chain and logistics markets.
• Deep understanding of distribution center, fulfillment center, and warehouse operations.

Minimum Education Requirements

• BS degree in Business Administration, Operations, Engineering, or related field.

Preferred Education Requirements

Master’s in business administration is a plus

Physical Requirements

• Willingness to travel 50% +
• Ability to participate in on-site warehouse visits, demos, and trade shows.