Senior Sales Manager

Ocado Group; Hatfield; On-site; GBP 120,000 - 200,000; Full time

Benefits offered by this job

Uncapped commission

25 days annual leave (27 after 5 years

Private medical insurance

Pension with employer matching

Cycle to Work & free shuttle

15% discount at Ocado.com

Job summary

Ocado Group is seeking a Senior Sales Manager for Ocado Mobile Robotics Systems (OMRS) to drive enterprise deals across the UK, Ireland and Europe. You will own the sales strategy, build pipelines, and close multi‑million transactions with C‑level buyers.

Reporting to the VP of Sales, you’ll collaborate with Solutions, Deployment and Customer Success teams, travel 40–60% to visit sites, and grow key accounts in a fast‑growing robotics and fulfilment market.

Qualifications

• 5+ years of closing enterprise deals >$1.5M involving hardware, software and services to C‑Suite executives
• Record of meeting/exceeding quota across long, complex cycles (6–18 months)
• Ability to build high‑quality proposals from customer insights

Responsibilities

• Identify executives and decision‑makers across e‑commerce, retail, and 3PL
• Hold discovery calls and qualify opportunities against ICP
• Own progression of opportunities; coordinate with solutions, deployment and customer success
• Build and manage a pipeline 3x annual quota with marketing and support
• Lead sales strategy based on Conceptual Selling with Perspective
• Negotiate NDAs, MSAs, and SOWs; manage CRM and communications
• Grow existing accounts and deepen relationships across the customer lifecycle

Skills

Enterprise sales

Account management

Cross-functional leadership

Negotiation

Sales strategy

CRM discipline

Tools

Salesforce

HubSpot

Job description

About Us

We are Ocado Group, and we’re bringing world-class automation to online grocery. Our Ocado Smart Platform (OSP) combines cutting-edge robotics, AI, and IoT within our advanced CFCs (Customer Fulfilment Centres). We’ve mastered the single pick, transforming online delivery for our global partners. Join us and be part of a team pushing the boundaries of retail technology.

About the Role

Ocado Mobile Robotics Systems (OMRS) applies our AMR technology to retail, apparel, general merchandise, and third-party logistics. Our Ocado IQ software platform, together with our Chuck and Porter AMRs supercharges the world’s leading fulfillment operations by helping them pick, pack, and ship orders faster and more accurately.

As Senior Sales Manager, you will carry a meaningful quota and drive Ocado’s OMRS growth across the UK and European retail, e-commerce, and third-party logistics markets. This is a hunter’s role where you will develop and close enterprise scale deals with an average sales typically between £1M and £5M and a sales cycle of 6 to 18 months.

You are an ideal candidate if you

• thrive in a complex sales environment
• you are passionate about technology
• you want to be part of a high-performance culture and rewarded for that performance
• have a proven track record of introducing and selling technology to sophisticated buyers

Reporting to the VP of Sales, will collaborate with the solutions team to develop the solution and own the sales strategy. Your typical buying center will include operations leadership, engineering leadership and C‑Suite executives.

Covering EMEA and requiring approximately 40–60% travel to visit prospect and customer sites throughout the UK, Ireland, and Europe.

About you

Every day will bring exciting challenges while you:

• Identify and connect with key executives, influencers, and decision‑makers across e‑commerce, retail, and 3PL organisations
• Hold discovery calls with new leads and qualify opportunities against our ideal customer profile
• Own the progress of sales opportunities, coordinating closely with our solutions, deployment, and customer success teams
• Build and manage a pipeline of 3x your annual sales quota, in partnership with marketing and customer support
• Lead the sales strategy based on Miller Heimann’s Conceptual Selling with Perspective
• Explain the OpEx and CapEx value proposition of Ocado IQ and our AMRs to CEO, CFO, COO, EVP, and SVP‑level stakeholders
• Negotiate NDAs, MSAs, and SOWs
• Manage your sales activity through our CRM, not because you’re required to, but because it’s an essential part of how you run your business and communicate with the organisation
• Grow existing accounts, deepening relationships throughout the customer lifecycle

What you bring

• 5+ years of recent, significant experience closing enterprise deals >$1.5M involving hardware, software, and professional services, sold to CEO, CFO, COO, EVP, and SVP‑level executives at e‑commerce, retail, or third‑party logistics companies
• A demonstrated record of meeting or exceeding quota across long, complex sales cycles (6–18 months)
• The ability to ask customers the right questions, listen to what they actually need, and build a high‑quality proposal around those insights.
• Experience qualifying and growing enterprise accounts, you know how to identify the right prospects and grow the base.
• Comfort leading a cross‑functional internal team through a structured, multi‑stage bid process.
• A CRM‑first mindset, you keep your pipeline current because it’s how you think and operate, not because you’re chased for updates
• A hands‑on, whatever‑it‑takes attitude, you’re building a market, not managing one that already exists

Bonus qualifications

• Experience selling automation, robotics, or warehouse/fulfilment technology
• Proficiency with Salesforce, HubSpot, or another major CRM
• Have been trained in Miller Heimann’s Conceptual Selling with Perspective
• Proximity to a major international airport
• German language proficiency

What we offer

UK Benefits:

We believe in supporting our people with meaningful, flexible benefits that prioritise well‑being and work‑life balance. Here’s a snapshot of what you can expect:

• Competitive Compensation with an uncapped commission plan
• Time to recharge :
  25 days annual leave (rising to 27 after 5 years), plus the option to buy more – and 30 days a year to work from anywhere in the world.
• Health & wellbeing :
  Private Medical Insurance from your first month, wellbeing support through specialist apps and EAP, plus Income Protection and Life Assurance.
• Family‑first policies :
  22 weeks paid maternity/primary carer leave and 6 weeks paid paternity leave
• Financial support :
  Pension with employer matching up to 7%, share schemes (Sharesave & BAYE), and interest‑free loans for train tickets.
• Commuter perks :
  Cycle to Work Scheme and free shuttle buses to/from Hatfield and Welwyn Garden City stations.
• Exclusive discounts :
  15% off at Ocado.com with free delivery (starting in your first month).