Strategic Account Director

Pickle Robot is seeking a Strategic Account Director with a proven track record in driving revenue growth through a complex, end-to-end sales process. The ideal candidate will manage the entire sales cycle with key accounts—qualifying and developing leads, understanding customers' business goals, identifying sales opportunities, building relationships with key decision-makers, leading and closing negotiations with support from the sales and solutions team, meeting revenue targets, and generating a base of satisfied customers who will act as references and brand ambassadors across industries.

Responsibilities:

• Achieve sales targets (bookings and number of robotic solutions) while being an excellent team player
• Establish enduring strategic relationships with key accounts at all levels
• Manage a sales pipeline across Vertical Markets and execute strategic sales process necessary for complex sales cycles
• Actively participate in trade shows and marketing events
• Develop and execute strategic account plans tailored to each customer’s unique business needs and goals
• Identify and pursue new business opportunities by staying informed about industry trends, market dynamics, and competitor activities
• Lead customer presentations, product demonstrations, and solution workshops to effectively communicate value propositions
• Collaborate with cross-functional teams to ensure customer requirements are understood and met throughout the sales cycle
• Provide regular feedback to Product and Engineering teams to influence product development and enhancements

You:

• Have recent and significant (5+ years) experience closing CapEx and “X as a Service” deals involving hardware, software, and professional services
• Have targeted relevant Vertical Market companies and worked with VP level executives to close deals. Proven success in leveraging company leadership to help establish senior level relationships.
• Have demonstrated experience in outlining strategic plans to map the journey of the deal and how to win
• Collaborate well cross functionally, particularly with Product Management, Engineering, CX, Customer Success, Marketing, and BDRs
• Have experience in a startup environment and comfortable with ambiguity and change
• Exercise strong organization and time management skills, with the ability to cope with fluctuating workloads and high-stress situations
• Are willing to travel up to 50% of time to customer sites
• Bonus: relevant experience in warehouse automation or supply chain

About Pickle RobotPickle Robot is a pioneer in Physical AI for supply chain applications. Today Pickle robots autonomously unload trucks, trailers, and import containers at human-scale or better performance. The alternative is manual work that is difficult, dirty, sometimes dangerous, and increasingly hard to staff at distribution centers around the globe. Pickle Robot is laser focused on automating truck unloading using generative AI, machine learning, computer vision, advanced sensors, and industrial robotics to deliver engineered products customers rely on. Pickle Robot Unload Systems work alongside people on loading docks to make the work safer, faster, and more efficient. Pickle robots are physical AI that unload trucks.
Pickle provides best-in-class benefits including health, dental, & vision insurance; unlimited vacation, along with all federal and state holidays; 401K contributions of 5% your salary, travel supplies, and other items to make your working life more fun, comfortable, and productive.