Lead Pre-Sales

Locus.sh; California; Hybrid; USD 180,000 - 240,000; Full time

Job summary

Locus.sh is seeking a seasoned PreSales leader to build and run our global enterprise GTM function across North America and Europe. You will grow a distributed team, shape the assets, and establish the technical credibility behind strategic pursuits.

Requirements include 12+ years in enterprise software with 5+ years leading customer-facing technical teams, plus a track record of seven-figure enterprise deals and asset-building on POC/demo frameworks.

Qualifications

• 12+ years in enterprise software
• 5+ years leading customer-facing technical teams
• Experience across North America and Europe
• Track record of seven-figure enterprise deals
• Demonstrated asset building: playbooks, POC frameworks, demo environments, ROI tooling

Responsibilities

• Lead and build a distributed PreSales organization across NA, Europe, and India.
• Own discovery, diagnostics, and business-driven proofs for complex deals.
• Design demonstrations and architecture responses tailored to customer needs.
• Develop reusable proof tooling and POC frameworks with engineering.
• Drive RFP responses, architecture, security, and ROI-based value engineering.
• Enable field teams with certifications and reference architectures.

Skills

Leading teams

Diagnostic selling

Enterprise software

Cross-geography leadership

Job description

Battle-tested in 350+ deployments across 30+ countries, Locus is an agentic Transportation Management System for all-mile, all-channel, trusted by enterprises like Unilever, Nestlé, and Siam Makro.

The platform unifies orders, capacity, and carrier networks into one living plan, aligning planning, execution, and settlement so promises become proof. AI co-pilots with guardrails surface risk early and recommend the next best move to protect SLAs and reduce empty miles. In 2025, Locus joined the Ingka Group (IKEA Retail) family, marking a major milestone in our journey. Backed by the scale and strength of IKEA, we continue to operate independently while accelerating our mission to make global supply chains faster, smarter, and more sustainable.

Our Journey and Impact

Since 2015, Locus has been on a mission to make logistics decision-making intelligent, sustainable, and real-world ready. Our platform has powered billions of deliveries across 30 + countries for global enterprises, driving measurable impact in cost savings, carbon reduction, and SLA performance. With the strength of the IKEA ecosystem behind us, we’re scaling that impact even further.

Our Global Footprint

Headquartered in Bangalore, with teams across the U.S., U.K., UAE, Europe and Southeast Asia, Locus brings together 170 + engineers, designers, and problem-solvers united by a single goal: to reinvent how the world moves goods.

The role:

We are looking for a leader to build and run our global PreSales organisation as we scale our enterprise business in North America and Europe. It is a role for someone who likes building the discipline, the assets, and the bench that lets a technical GTM function scale beyond the people currently in it.

Competitive experience with major TMS and supply chain platform vendors

Location: North America preferred; open to Europe for the right candidate. Travel 30–40%. Reports to: Chief Revenue Officer

Key Deliverables: You will own the global PreSales function - a distributed team across North America, Europe, and India, which you will grow over the next 12-18 months.

The function covers:

• Discovery and diagnostics - business-led discovery with supply chain, operations, and
• finance leaders, ahead of any product demonstration
• Solution design and demonstrations - business-scenario-native, built to the customer's
• own requirements
• POCs, benchmarks, and simulations - including the technical proof work that decides
• RFP technical response - architecture, integration, security, and functional depth
• Value engineering - business-case and TCO modelling alongside the commercial team
• Field technical enablement - certification and reference architectures for our global Sales
• & PreSales organisation You will work closely with our Industry Principal, who owns the transformation thesis and business case on strategic pursuits. Your organisation owns the solution, the proof, and the technical credibility behind it. Required skills and experience

Leading and building teams

• Hiring to a raised bar while developing the people already in seat
• Coaching in a way that changes behaviour and scales the team
• Building depth so that no pursuit depends on one person Running a diagnostic-led motion
• Personally capable of running a business discovery conversation with a Chief Supply
• Chain Officer or COO and emerging with a quantified value hypothesis. And capable of
• teaching that skill to others. Proving value
• Specifying and driving reusable proof tooling with engineering, in engineering terms,
• Turning objections into dated, concrete follow-up artifacts Operating as a GTM leader
• Honest technical risk forecasting, including recommending against a bid
• Defending win-rate movement with evidence in a leadership or board review Must-have qualifications
• 12+ years in enterprise software, with 5+ years leading customer-facing technical teams -
• PreSales, Solutions Consulting, Solution Architecture, including managing across more
• than one geography
• Direct, hands-on experience in supply chain, logistics, transportation, or a comparably
• operations-critical enterprise category
• A track record of seven-figure enterprise deals where you personally shaped the
• technical win
• Demonstrated asset building: playbooks, POC frameworks, demo environments,
• certification programmes, or ROI tooling.
• Experience leading a technical GTM team through a move upmarket - from transactional
• deals to enterprise transformation programmes
• Comfort operating a distributed team across India, North America, and European time
• zones, with 30–40% travel
• Experience selling or evaluating AI and agentic capability into enterprise
• Exposure to outcome-based or gain-share commercial constructs and what they require
• of a technical team

What We Offer Join Locus and become part of a visionary team that is redefining logistics through innovation and smart distribution. We provide competitive compensation, comprehensive benefits, and a collaborative environment where your expertise will drive both your growth and that of the organization. Locus is an equal opportunity employer dedicated to creating a diverse and inclusive workplace.