Enterprise Account Executive

We are a well-funded startup on a mission to make e-commerce logistics more human-friendly and efficient with AI-powered robotics. Founded by leading robotics researchers, we are growing our team of dynamic and compassionate tech enthusiasts to deploy human-centered robots at scale. Join us in helping people handle more throughout the supply chain! We're looking for a battle-tested Enterprise Account Executive who has spent a career selling large, complex capital equipment or automation solutions to the world's most demanding supply chain organizations — Amazon, Walmart, Target, UPS, FedEx, and companies of that caliber. This is not an entry-level or mid-market role. We need someone who has navigated multi-year CapEx sales cycles, built relationships at the VP and C-Suite level within major retailers and logistics operators, and has the scars and wins to prove it. You know how to move a deal from whiteboard to signed MSA and SOW — and you know how to keep a strategic account healthy and growing for years after go-live. Critically, Ambi already has enterprise customers live in production — household names in retail, e-commerce, and parcel. Your first priority is managing, deepening, and scaling those relationships while simultaneously opening new logos. You'll work cross-functionally with our solutions engineering, product, and operations teams to grow existing deployments into multi-site programs and close the next generation of transformational deals. In this role you will: Own a Strategic Account Portfolio — Exceed quota across named enterprise accounts (Tier 1 retailers, e-comm, carriers, 3PLs) by building C-suite/VP relationships, executing account plans to drive expansion and protect revenue, and serving as a trusted advisor embedded in your customers' operations Drive Large CapEx Sales Cycles — Manage complex 6–24 month, multi-stakeholder sales cycles from discovery through close, building financial justification models (NPV/ROI, payback, labor savings) and coordinating internal teams to deliver winning proposals and smooth implementations Use Contract & Commercial Expertise — Lead negotiations across MSAs, SOWs, and multi-site contracts, navigating enterprise procurement processes and partnering with Legal and Finance to structure creative deal terms, while maintaining rigorous CRM pipeline and forecast discipline Build & Leverage Your Network — Bring a deep, established Rolodex across supply chain, logistics, and retail to self-source pipeline, represent Ambi at key industry events (ProMat, MODEX, RILA, CSCMP), and feed market and competitive intelligence back to internal teams You're a good fit if you have: 10–12+ years of enterprise sales experience, with a consistent track record of meeting or exceeding quota in complex, long-cycle deals Demonstrated history of selling to — and closing — Tier 1 accounts such as Amazon, Walmart, Target, Costco, UPS, FedEx, USPS, DHL, major 3PLs, or comparable large-scale operators Proven experience selling large CapEx projects — capital equipment, automation systems, robotics, material handling, or enterprise software with significant implementation scope Deep familiarity with MSAs, SOWs, and multi-site enterprise contract structures; you can negotiate commercial terms without always needing to escalate to legal Ability to build and present executive-level business cases, ROI models, and capital justification materials that speak the language of finance and operations leadership A genuine, well-maintained network within the supply chain, logistics, retail, or e-commerce community — contacts you can call this week Strong preference for candidates with: Background in robotics, warehouse automation, conveyor/sortation systems, AGVs/AMRs, goods-to-person technology, or related automation verticals Experience working within preferred vendor programs or supplier frameworks at Amazon, Walmart, or major parcel carriers Familiarity with DC design, material flow, labor modeling, and operational KPIs — you can hold a credible technical conversation on the warehouse floor Prior experience at a high-growth Series B–D robotics or automation company, where you've helped build the enterprise sales playbook Existing relationships with VPs of Supply Chain, Directors of Engineering, or Heads of Automation at Tier 1 accounts We offer benefits such as: Competitive base salary with a rich commission plan and significant earning potential Unlimited PTO Health, dental, and vision insurance 401k with 5% matching by Ambi Equity ownership Position title and base compensation will be matched to applicant's experience and location. Ambi Robotics is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage and embrace applicants of all backgrounds to apply! Disclaimers Ambi Robotics provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.