Enterprise Sales Manager

About the role

SKUTOPIA, a deep-tech logistics company delivering AI-powered robotic fulfilment to retailers, is looking for an Enterprise Sales Manager to own its enterprise market and drive growth with sophisticated Australian brands. The role is hybrid and involves travel to the facility in Alexandria, Sydney or Altona, Melbourne for sales tours and pitches.

Key responsibilities

• Own the enterprise and upper mid-market pipeline from Sydney or Melbourne, hunting, building and closing complex multi-stakeholder deals with eCommerce and omnichannel brands doing $5M-$100M+ in revenue.
• Build and manage a qualified pipeline using outbound, ABM, events and referrals, with no warm pipeline provided.
• Lead multi-threaded deals across C-suite, COO, CFO and operations contacts using a structured MEDDPICC approach.
• Run consultative discovery covering fulfilment costs, accuracy rates, SLA performance and growth constraints.
• Develop and deliver tailored pitch materials, including RFP responses, business cases and shortlist presentations, with product, tech and operations teams.
• Represent SKUTOPIA at industry events, trade shows and networking functions.
• Maintain CRM hygiene in HubSpot, including deal stages, contact mapping, forecasting and activity notes.
• Contribute to sales strategy by sharing market intelligence, competitive insights and feedback on the ICP and value proposition.

Required profile

• Strong experience in B2B enterprise or complex solution sales, ideally in 3PL, supply chain, SaaS or eCommerce infrastructure.
• Proven track record of closing seven-figure deals with long sales cycles and multiple stakeholders.
• Ability to run financial models, build business cases and speak fluently about cost-per-order, SLA metrics and working capital.
• Uses a structured methodology such as MEDDPICC and communicates well with operations and technical teams.
• Self-motivated and commercially curious, with a willingness to relocate to Melbourne.
• Bonus points: experience selling to operations, supply chain or C-suite at mid-market or enterprise retailers; an existing network of eCommerce, retail or brand decision-makers; familiarity with Shopify, Shopify Plus, Cin7 and ERPs; experience in a high-growth pre-scale or Series A/B startup; prior exposure to 3PL, WMS or fulfilment operations.

What we offer

• Competitive salary plus performance-based commissions.
• Equity in a fast-scaling logistics and technology business.
• Direct access to the leadership team and product roadmap.
• A high-agency, low-bureaucracy environment in a collaborative, dynamic team.