Business Development Manager

Role Overview

• Responsible for driving sales performance and revenue growth by implementing strategic plans and maximizing market opportunities.
• Own and execute the territory strategy by defining the ideal customer profile (ICP), mapping key accounts, analyzing whitespace opportunities, and driving quarterly go-to-market plans.
• Build and advance a high-quality pipeline by actively prospecting through outbound outreach, social engagement, and events; lead discovery conversations, develop compelling business cases with ROI, and drive opportunities through to close.
• Lead complex enterprise sales cycles by orchestrating cross-functional engagement with operations, IT, finance, procurement, and legal; oversee Proof of Concepts and pilots; and negotiate RaaS terms, conditions, and multi-year agreements to close strategic deals.
• Drive partner ecosystem growth by collaborating and co-selling with system integrators, 3PLs, and channel partners; develop joint account plans and generate sourced pipeline to accelerate revenue.
• Deliver accurate forecasts by applying structured methodologies such as MEDDICC or BANT, providing weekly updates and commit calls with clear next steps to ensure pipeline visibility and accountability.
• Drive executive engagement by coordinating site visits, reference calls, and value reviews with senior stakeholders, while building champions across multiple organizational levels.
• Drive cross-functional collaboration by partnering closely with Solutions Engineering on scope, design, and pricing; align with Customer Success on land-and-expand strategies; and work with Marketing on ABM campaigns, events, and localized content to achieve plan.
• Provide actionable market intelligence by sharing competitive insights, pricing trends, and customer feedback with product teams and leadership to inform strategy and innovation.

Requirements

• 8+ years of enterprise new-business sales experience in B2B technology or industrial solutions, specifically within warehouse robotics automation, or warehouse logistics/supply chain sectors.
• Experience selling AMR/ASRS/automation or software-enabled industrial solutions.
• Existing relationships in 3PL, retail/e-commerce and healthcare in the DACH region.
• Familiarity with RaaS models and multi-site rollout playbooks.
• Proven new-business closer / hunter with a history of consistent quota attainment and success in closing complex, multi-stakeholder deals valued at six figures or more in ARR/CARR or RaaS models.
• Skilled in solution and value-based selling, including Total Cost of Ownership analysis, labor and productivity modeling, throughput and SLA discussions, with the ability to craft compelling executive-level narratives.
• Proficient in CRM platforms (Salesforce or equivalent) and structured forecasting methodologies, with strong discipline in follow-through and pipeline management.
• A valid passport and driver's license are required.
• High travel readiness across EMEA (approx. 40–60%).
• Native or fluent level German and proficient English communication skills, both written and verbal, with the ability to engage diverse audiences effectively.

Benefits

• Locus Robotics is an Equal Opportunity Employer.