Enterprise Account Executive
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:
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