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Salary: USD 150,000 - 150,000 / annual
Skild AI is building general-purpose robotic intelligence for widespread deployment in warehouses and distribution centers. The company delivers autonomous mobile robot (AMR) fleets as a robotics-as-a-service (RaaS) offering into large fulfillment and logistics operations.
As Enterprise Account Executive, you will own new business development across North America, reporting to the Global Commercial Director. You will build and manage your own pipeline of enterprise 3PLs, retailers, e-commerce brands, and parts distributors, targeting deals with typical annual contract values around $500K. Your responsibilities include:
- Owning a North American territory and self-sourcing pipeline through direct outreach, industry events (MODEX, ProMat), and channel partners
- Developing account plans that map operations, engineering, finance, and executive stakeholders involved in automation decisions
- Leading deals from first meeting through discovery, site visits, solution design, proposal, pilot/POC, and signature
- Running structured discovery on order profiles, labor constraints, peak dynamics, and current automation estate
- Building and presenting business cases tied to measurable outcomes: labor productivity, cost per unit, throughput, and payback
- Differentiating against competing AMR, goods-to-person, and fixed automation vendors
- Structuring RaaS subscription agreements (fleet sizing, term, pricing, expansion paths) and guiding capital-purchase buyers toward subscription adoption
- Navigating enterprise procurement, legal, and security review with outside counsel
- Maintaining accurate forecasts and disciplined CRM hygiene
- Collaborating with sales engineering, customer success, and deployment teams on handoffs, fleet expansions, and new sites
- Bringing structured win/loss and customer feedback to product and engineering
- Regular travel to customer sites, pilots, and trade shows across North America, plus periodic visits to San Mateo, CA headquarters
You will partner closely with sales engineering, who own system modeling and solution design, while you own the relationship, deal strategy, and close. This role offers the opportunity to shape Skild AI's reference base, pricing, and product roadmap as part of a small, senior go-to-market team.
**Requirements:**
- 5+ years of quota-carrying enterprise sales experience with consistent record of meeting or exceeding targets
- Track record closing complex, multi-stakeholder deals in the $250K–$1M+ range with 6–12 month sales cycles
- Experience selling to operations, engineering, finance, and executive buyers in the same deal
- Proven ability to build pipeline from scratch rather than inheriting a book of business
- Strong business acumen; able to build and defend ROI cases on labor cost, throughput, and payback
- Skilled negotiator who can hold price and structure terms that protect long-term value
- Proficiency with CRM and structured sales methodology (MEDDICC, Challenger, or similar)
- Working knowledge of warehouse and distribution operations, or curiosity and speed to learn quickly
- Preferred: experience selling supply chain automation (AMRs, goods-to-person, AS/RS, conveyor/sortation, warehouse software)
- Preferred: experience selling subscription, RaaS, or recurring-revenue models into capital-purchase buyers
- Preferred: existing network of operations and supply chain leaders across North American distribution
- Owner mindset; self-directed, effective working remotely, willing to qualify out deals that aren't a fit
