Sales Executive, Contract Logistics Solutions

LOCATION North America EMPLOYMENT TYPE Full time LOCATION TYPE Hybrid/Remote DEPARTMENT Sales WHO WE ARE: We build the intelligence that lets robots sense, reason, and act in the real world—moving beyond the lab and into everyday industrial settings like warehouses and factories. Our technology closes the automation gaps that traditional systems can’t solve. We are on a mission to redefine how physical work gets done, and we’re looking for curious, bold thinkers to help shape the future of robotics with us. OVERVIEW: We are looking for a dynamic Sales Manager to expand our business and drive revenue growth across North America. This role will be responsible for owning strategic enterprise opportunities, developing customer relationships, and helping shape our market entry and customer journey across key industries including retail, fashion, eCommerce, 3PL, manufacturing, fulfillment, and distribution. You will be responsible for identifying, developing, and closing high-value opportunities while working closely with Solutions, Product, Marketing, and Leadership to ensure strong customer alignment from first engagement through deployment. This includes managing complex enterprise sales cycles, building executive relationships, coordinating internal resources, and executing a repeatable sales process that supports long-term growth. This role is ideal for someone who thrives in complex sales environments, understands warehouse automation and robotics, and can balance customer strategy with strong commercial execution. YOUR RESPONSIBILITIES: * Drive enterprise sales growth: Identify, develop, and close strategic opportunities across target verticals including retail, fashion, eCommerce, 3PL, manufacturing, fulfillment, and distribution. * Own the customer journey: Lead customers from initial outreach through discovery, technical evaluation, proposal development, negotiation, and successful handoff to deployment teams. * Build strategic relationships: Develop strong relationships with operators, engineering teams, site leadership, procurement, and executive stakeholders to drive alignment and urgency. * Market development: Help shape North American go-to-market strategy by identifying target accounts, industry opportunities, strategic partnerships, and growth priorities. * Cross-functional collaboration: Partner closely with Solutions, Product, Engineering, and Marketing to ensure customer requirements are aligned with technical execution and business objectives. * Proposal and commercial ownership: Lead commercial strategy including pricing discussions, ROI positioning, proposal development, contract negotiation, and internal deal alignment. * Forecasting and pipeline management: Maintain strong pipeline discipline, accurate forecasting, CRM ownership, and clear visibility into deal progression and revenue targets. * Continuous improvement: Help improve sales processes, qualification frameworks, account planning, and internal tools to create a more repeatable and scalable commercial engine. QUALIFICATIONS: Education and Experience * Experience in enterprise sales: 5+ years of experience in sales, business development, strategic account management, or commercial leadership within robotics, warehouse automation, material handling, intralogistics, or industrial technology. * Network in the logistics industry: Experience and contacts in the logistics or industrial sector are a plus. * Experience in growing companies: You understand the speed, ownership, and accountability required in a fast-growing scale-up environment and are comfortable operating with high visibility and direct business impact. * Warehouse and automation expertise: Strong understanding of fulfillment operations, robotics systems, AMRs, ASRS, goods-to-person systems, AutoStore environments, or broader warehouse automation solutions. * Commercial ownership: Proven success managing complex enterprise sales cycles, executive stakeholders, and multi-functional buying groups while driving revenue outcomes. * Technical understanding: An engineering background or affinity for technical products will make it easier for you to work with our internal teams. Skills * Executive communication: Strong presentation, negotiation, and relationship-building skills with the ability to influence both operational and executive decision-makers. * Strategic thinking: Ability to identify customer pain points, align technical solutions with business value, and drive urgency throughout long sales cycles. * Ownership and execution: Comfortable operating independently, managing ambiguity, and coordinating internal teams to move opportunities forward. * Tool proficiency: Strong experience with CRM platforms such as HubSpot or Salesforce, along with proposal development, account planning, and pipeline management tools. * Willingness to travel: Flexibility for customer visits, executive meetings, trade shows, and strategic events across North America as needed. WHAT WE OFFER: * Wellness or gym stipend * A motivated team and an open corporate culture * Flexible work schedule: Remote or hybrid working model designed around high performance and collaboration. * Shape the future: Work for a market leader in AI-powered robotics and help define how North America scales. * Attractive remuneration: Competitive salary plus attractive bonus structure tied to revenue growth and business impact. * Career opportunities: Be part of a dynamic scale-up with clear development prospects in a rapidly growing market. * Direct impact: Help define how Sereact wins strategic customers and scales its commercial presence across North America. Compensation & Benefits: Base salary range: USD $130,000 – $170,000 (actual pay based on skills, experience, and location). Bonus structure in addition for agreed upon KPI attainment. Benefits: * Medical, dental, and vision insurance for you and your dependents * 401(k) with 100% company match * 20 days paid time off * Parental leave * Paid sick leave * Wellness or gym stipend * Learning and development support * Equity/Bonus Additional Information: * Employment may be contingent upon a background check consistent with applicable law. * We are an Equal Opportunity Employer. We do not discriminate based on race, color, religion, sex (including pregnancy, sexual orientation, and gender identity), national origin, age, disability, genetic information, or any other status protected by law.

ABOUT US What if your work could drive change in a globally established industry, shaping processes that touch every corner of the world? At Forto, we are at the forefront of change, harnessing the power of AI to revolutionise logistics. We want to reinvent digital supply chains to be transparent, frictionless and sustainable. From day one, our mission has been to simplify global trade – creating a seamless and efficient logistics process. FortoLabs is the SaaS vertical of Forto, launched in 2025. Forto is redefining global logistics. Founded in Berlin in 2016, we’re on a mission to make freight as simple, transparent, and intelligent as possible. Our digital platform connects every part of the supply chain — from shippers to carriers — enabling data-driven, efficient, and sustainable logistics operations. With the launch of FortoLabs, we are expanding into logistics-native SaaS and agentic AI solutions. Our goal: empower logistics teams worldwide with automation, visibility, and intelligence to transform how they work. We combine deep logistics expertise with cutting-edge technology to close the gap between where the industry is today and where it is headed: toward truly intelligent supply chains. About the Role As Senior Enterprise Sales, you will drive new business growth with mid-to-large enterprise customers (500+ FTE), particularly across the logistics, supply chain, and transportation sectors. You will lead complex, consultative sales cycles, from opportunity identification and pilot design to contract negotiation and multi-year SaaS agreements. You will work closely with our product and AI engineering teams to shape customer solutions, position the platform strategically, and define go-to-market plays for our rapidly evolving “AI for Logistics” vertical. KEY RESPONSIBILITIES * Drive new enterprise customer acquisition across target markets in Europe and selected international markets, focusing on mid-to-large logistics and technology players * Lead the full end-to-end SaaS sales cycle: pipeline generation, qualification, demo, pilot, negotiation, and close following MEDDICC/MEDDPICC discipline. * Quantify and articulate customer pain using measurable metrics and ROI, aligning every proposal to business outcomes and cost efficiency * Engage and build trust with C-suite and senior stakeholders (COO, CIO, Head of Ops, Head of Product), ensuring multi-threaded relationships with target accounts. * Understand and navigate customer decision processes, from technical validation to procurement and legal, maintaining full command of the deal * Partner cross-functionally with Product, Engineering, and Operations to shape solutions and ensure successful deployment and value realisation. * Contribute to go-to-market strategy, including pricing feedback, messaging refinements, and repeatable playbook development. * Maintain accurate pipeline, forecast and CRM hygiene, ensuring transparency and predictability in sales reporting. * Act as the voice of the customer internally, bringing fields insights to improve positioning and prioritisation (but exercise judgement to avoid indiscriminately pushing Tech to implement every feature you hear from customers) * Model FortoLabs’ consultative and value-based selling culture, mentoring other team members as the team scales. WHAT YOU WILL BRING * Minimum 6 years of enterprise SaaS sales experience with a proven record of closing 6- to 7-figure ARR deals and outperforming quota. * Proven ability to lead complex, multi-stakeholder sales cycles using structured qualification frameworks (MEDDIC, MEDDPICC, or equivalent). * Experience selling integrated AI / platform solutions requiring enterprise system integration (e.g., ERP, TMS, WMS). * Deep consultative selling skills, uncovering and quantifying customer pain points, building value-based business cases, and navigating decision criteria and process. * Strong network and credibility among enterprise software buyers, ideally within logistics, supply chain or other vertical SaaS markets. * Strong command of SaaS metrics and economics (ACV, ARR, retention, expansion, ROI). * High ownership and self-starter mindset: thrives in an ambiguity, builds structure where none exists, and contributes to shape process and GTM and playbook from the ground up. * Excellent communication and executive presence; comfortable engaging C-suite and technical leaders alike. * Fluent in English; German is an advantage. * Based in Europe (EU or UK). Open to covering the Americas and other international markets remotely from the EU timezone. Don’t fit all of our criteria? That’s okay! We know that you might be hesitant to apply if you don’t meet all our requirements, but here at Forto, we pride ourselves on embracing diverse perspectives and celebrating potential. If you are passionate about this position and the Forto values, please apply anyway. There could be a place for you in this role - or another one that’s a perfect fit!  WHY WORK WITH US? Our team is hard-working, constantly seeking to maximise the impact of their work, but we put our people first, always winning with care. We value efficient systems and swift, direct communication. We want everyone to have their time to speak, so that we can embrace diverse perspectives to help drive towards solutions always.