Senior Sales Manager

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.

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

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:

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).

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