Enterprise Development Manager, Berkshire Grey
$130-150k
Plus bonus based on achieving personal targets
Office located in Bedford, MA
Autonomous fulfilment robots
Open for applications
Autonomous fulfilment robots
201-500 employees
Open for applications
$130-150k
Plus bonus based on achieving personal targets
Office located in Bedford, MA
201-500 employees
Company mission
To help businesses succeed with AI-enabled robotics that transforms the way they thrive, compete and win.
Role
Who you are
- 5+ years previous experience in sales/business development/demand generation
- 3+ years in robotics, warehouse automation, logistics, retail distribution
- Demonstrated experience developing top-of-funnel & demand generation campaigns
- Excellent written and verbal communication skills, experience in cold calling is a must
- Proficient with GTM tools including: SalesForce, ZoomInfo, LinkedIn Sales Navigator
- Experience working in a rapidly changing, semi-structured startup environment
- You have a Degree in Supply Chain, Business, Marketing, or another related field
- Understanding of MEDDICC/MEDDPICC sales methodology is a PLUS
What the job involves
- Berkshire Grey is looking for an Enterprise Development Manager with proven track record of sourcing new strategic customer relationships, within a targeted list of Fortune 500 accounts
- This is an exciting, dynamic role for someone who is interested in furthering their GTM career in warehouse automation
- You will be part of a small business development leadership team focused on shaping & executing the strategy to create new strategic opportunities that fill the sales pipeline
- If you are not comfortable consistently bringing in new sales opportunities, this role is not for you
- In this role you will have a direct impact on developing the joint demand generation strategy with cross-functional members of the GTM team (sales, marketing, and demand generation)
- There will be a primary emphasis on high-quality outbound prospecting to a rolling list of strategic target accounts
- You will interact with potential clients through calls, email, and social media
- You will identify targets for outbound campaigns and maintain detailed records of all activity and results in Salesforce
- Your success is linked to the superior experience of our customers as they proceed through their buying journey
- This position is located in Bedford, MA and is a hybrid position
- Berkshire Grey requires this role to work from the office on an ‘as-needed’ basis for in-person meetings, customer visits, and cross-functional working sessions within the GTM team
- Develop and implement strategies to create new qualified opportunities that fill the sales pipeline
- Targeted outbound prospecting to key contacts within rolling list of Fortune 500 accounts
- Use phone, email, and social media on a daily basis to create demand & identify intent
- Build a network; research prospective clients through the use of web/social media, internal databases and external tools to identify leads
- Understand the needs and goals of each customer in order to best align them with the appropriate resources or internal teams for follow-up
- Communicate the value proposition by thoroughly understanding company products and business values
- Work closely with Director of Demand Generation to execute the demand generation playbook for crafting monthly email marketing campaigns, and identifying and targeting prospects at key accounts
- Collaborate with Marketing to further improve on what messaging and positioning is working best in prospecting efforts
- Continually follow-up with and monitor MQL’s, to ensure a consistent customer experience and maintain momentum
- Ensure the accuracy of lead data in Salesforce, including identifying sources, contact data and associating leads & contacts with account records
Our take
The boom in eCommerce over recent years has created a need for increased productivity in fulfilment, with businesses needing to scale up to remain competitive. Berkshire Grey develops and supplies AI-powered robots for warehouses and fulfilment centres, delivering intelligent, mobile robots for supply chain process automation to increase throughput, lower delivery times, and reduce costs.
Setting up robotics systems can be very costly for companies, which is why Berkshire Grey offers a Robots as a Service (RaaS) model. This enables businesses to automate their processes without a large upfront investment. By using its robots, Berkshire Grey claims, businesses can reduce picking costs by 70-80% and increase throughput by 25-35%—impressive numbers that certainly make it a strong choice for interested parties.
Despite competition from Amazon Robotics and Fetch Robotics, Berkshire Grey has carved out a niche in the growing robotics market. In 2023, the company merged with SoftBank in a $375 million go-private transaction. This merger aims to strengthen Berkshire Grey's capabilities, streamline operations, and maintain a competitive edge. The merger with SoftBank will enable the company to better serve its customers with its disruptive AI robotics technology, driving efficiency in their operations.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
5% employee growth in 12 months
Company
Funding (2 rounds)
Jan 2020
$263m
SERIES B
Apr 2016
$13.5m
SERIES A
Total funding: $276.5m
Company benefits
- Healthcare - Full medical, dental and vision. Life insurance, gym stipends and wellness programs
- Vacation - We value hard work and we like to have fun. Take time when you need it
- Recognition - Peer shout outs, achievement celebrations and leadership awards let you know you’ve made a difference
- Retirement - Stock options and generous 401(k) matching
- Nutrients - Lunch is delivered daily, a plethora of snacks, gourmet coffee, Soylent, and top-shelf beverages
Company HQ
Bedford, MA
Leadership
Tom Wagner
(CEO)Tom Wagner is the founder of multiple pilot activities and serves as an advisor to small companies and universities. Prior to Berkshire Grey, Wagner had the privilege of serving as the Chief Technology Officer of iRobot. Prior to joining iRobot, Wagner served as a program manager at the Defense Advanced Research Projects Agency (DARPA), the research and development agency of the US Department of Defense.
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