Presales Lead

Locus; United States; Hybrid; USD 180,000 - 280,000; Full time

Benefits offered by this job

Competitive compensation

Global impact

Collaborative culture

Job summary

Locus is seeking a global PreSales leader to build and run our enterprise PreSales organisation as we scale in North America and Europe. You will own the solution, the proof, and the technical credibility behind strategic pursuits.

Location: North America preferred; travel 30–40%. You will lead a distributed team across North America, Europe, and India, partnering with Industry Principal to shape transformation theses and business cases for strategic wins.

Qualifications

• 12+ years in enterprise software with 5+ years leading customer-facing technical teams.
• Direct, hands-on experience in supply chain, logistics, or a similar enterprise domain.
• Track record of seven-figure enterprise deals where you shaped the technical win.
• Asset building: playbooks, POC frameworks, demo environments, certification programmes, or ROI tooling.
• Experience leading a technical GTM team moving from transactional to enterprise transformation.
• Comfort leading a distributed team across India, North America and Europe with 30–40% travel.

Responsibilities

• Own and run the global PreSales function as we scale enterprise business in NA and Europe.
• Build the discipline, assets, and bench to enable a scalable technical GTM.
• Lead discovery, design demonstrations, POCs, benchmarks, and RFP responses with engineering.
• Develop real customer value with ROI tooling and TCO modelling alongside sales.
• Enable field teams with certification and reference architectures across time zones.
• Collaborate with Industry Principal to shape transformation thesis and business cases.

Skills

Leadership

PreSales leadership

Solutions Consulting

GTM strategy

Distributed teams

Travel 30-40%

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.

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

Revenue Officer

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 competitive bake‑offs
• 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.
• Specifying and driving reusable proof tooling with engineering, in engineering terms, against real dates
• 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

Preferred

• Competitive experience with major TMS and supply chain platform vendors
• 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.