Role OverviewYou will own Veloq's commercial motion in United States. This is both a senior hunter role and a true people leadership role: you will lead the commercial function, manage the team, and build the next layer of sales capability as the business scales.
You will lead consultative technical sales of bespoke warehouse automation and software solutions, working closely with operations, IT, finance, and commercial stakeholders to shape customer-specific outcomes. You will develop and close high-value enterprise relationships, refine the sales playbook, and shape how Veloq sells to grocers and logistics operators in Europe.
We already have a clear ICP and an active set of target accounts in the pipeline. Your job is to take that foundation, deepen the pipeline, close the first major accounts, and build the next wave of enterprise revenue. You report directly to the CEO and will influence pricing, positioning, and commercial terms from day one.
What We Expect From You1. Revenue & Pipeline- Own the US revenue target for Veloq's warehouse automation SaaS - including closing the first enterprise account(s) and building the FY27 pipeline.
- Progress and expand an existing set of qualified target accounts already in motion, while adding new enterprise opportunities in EMEA.
- Build a qualified pipeline of enterprise accounts with a minimum 3:1 pipeline coverage ratio maintained at all times.
- Develop a repeatable, scalable sales motion that can be handed off to future hires as the business grows.
2. Sales Motion & Playbook- Refine the US ICP: target verticals, buyer personas, account profiles, and deal stages.
- Develop the sales narrative for each buyer persona - COO, VP Supply Chain, and CFO - anchored in warehouse economics, labour productivity, fulfilment cost per order, and same-day capability.
- Translate complex technical capabilities into customer-specific value propositions, including tailored warehouse automation designs and implementation approaches.
- Maintain deal discipline through consistent go-to-market engagement, account planning, proposal quality, and competitive positioning.
3. Enterprise Relationships & Events- Build and manage relationships with enterprise retail and 3PL decision-makers across Europe.
- Represent Veloq at relevant grocery, supply chain, and logistics forums to build brand presence and pipeline.
- Develop strategic accounts into multi-FC, multi-year contracts.
4. GTM & Cross-Functional Collaboration- Work with the CEO on pricing strategy and major contract negotiations.
- Collaborate with the Head of Partnerships on SI and co-sell opportunities.
- Partner with product leadership on solution roadmap, competitive positioning, and market feedback - feeding buyer objections, competitive threats, and emerging trends back into the business.
- Work cross-functionally with Operations, Legal, and Finance to ensure seamless handover from sale to implementation, reducing rework and improving customer satisfaction.
5. Leadership & Talent Development- Coach, develop, and elevate the performance of the commercial team; set high standards for sales culture, activity discipline, and customer engagement.
- Build succession plans and hire high-potential talent as the function scales - bringing in the right people at the right time.
- Implement and uphold a consistent sales operating rhythm: pipeline reviews, deal qualification, forecast calls, and win/loss debriefs.
- Optimise deployment of pre-sales, solution design, and business development resources across the account base.
What We Are Looking ForMust Have- 10+ years in enterprise SaaS or supply chain / logistics technology sales, with at least 5 years in senior commercial or hunter roles.
- Proven closer with a track record of hitting or exceeding quotas at or above €1M ARR.
- Experience selling into retail, grocery, or logistics operations at C-suite or VP level, with a strong understanding of warehouse automation and e-grocery economics.
- Proven people management experience, including coaching, performance management, and building a high-performing sales culture.
- Consultative technical sales experience: the ability to sell bespoke solutions requiring discovery, solution design, and alignment across operational and technical stakeholders.
- Hunter mentality: you build your own pipeline and thrive using CRM and AI tools to accelerate outbound sales motion
- Comfortable with long, complex sales cycles (6-18 months) across multiple stakeholders including operations, IT, finance, and legal.
- Based in Prague, Berlin, or Vienna; fluent English.
Nice to Have- Existing relationships with senior buyers at top US grocers or 3PLs.
- Familiarity with CRM tools (Salesforce preferred) and pipeline forecasting disciplines.
- Exposure to solution design, estimating, or pre-sales engineering teams.
- Track record of building or formalising a sales playbook from scratch.
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