Own corporate strategy for new logo acquisition (Land) and customer expansion (Expand)
Decide, formalise, and govern global Land & Expand motions
Translate corporate strategy into a coherent, field-ready GTM
Define motions for hunting and closing new logos
Partner with Product Marketing for positioning, messaging, and differentiation
Own the expansion strategy including definition of plays and performance tracking
Stay close to the field and understand opportunities for win rates and expansion outcomes
Establish structured feedback loops for motion evolution
Collaborate with Enablement, Marketing, Solutions, and Operations teams
Own performance of Land and Expand motions end-to-end
Present strategic recommendations and motion updates to senior leadership
Build and maintain a business operating cadence

10+ years of enterprise B2B sales, GTM strategy, or commercial leadership experience within warehouse automation, robotics, or an adjacent supply chain technology category
Proven experience selling into or deeply alongside warehouse automation deals
A demonstrated track record of designing and landing global GTMs that have scaled across geographies and driven measurable new logo and expansion outcomes
Deep experience building structured, repeatable sales motions
Proven ability to work in close proximity with field sales teams and leaders
Strong cross-functional collaborator
Executive presence and communication skills
Commercial operator mindset
Background in both direct sales and channel/partner go-to-market models across multiple geographies (preferred)
Familiarity with AutoStore, AS/RS, or grid-based automation technology (preferred)
Experience at a company selling capital equipment alongside software or service recurring revenue streams (preferred)
MBA or equivalent strategic business experience (preferred)

Senior Director, Worldwide Sales – Land & Expand

Key skills