Business Development Manager, Locus Robotics
France
More information about location
Manufacturer of autonomous warehouse robots
Be an early applicant
Manufacturer of autonomous warehouse robots
201-500 employees
Be an early applicant
More information about location
201-500 employees
Company mission
To transform commerce supply chains worldwide through the use of autonomous mobile robots.
Role
Who you are
- Must possess a valid passport and driver’s license, with high travel readiness (approximately 40–60%)
- 8+ years of enterprise new-business sales experience in B2B technology or industrial solutions, specifically within warehouse robotics automation, or warehouse logistics/supply chain sectors
- Experience selling AMR/ASRS/automation or software-enabled industrial solutions
- Existing relationships in 3PL, retail/e-commerce and healthcare in France
- Familiarity with RaaS models and multi-site rollout playbooks
- Proven new-business closer / hunter with a history of consistent quota attainment and success in closing complex, multi-stakeholder deals valued at six figures or more in ARR/CARR or RaaS models
- Skilled in solution and value-based selling, including Total Cost of Ownership analysis, labor and productivity modeling, throughput and SLA discussions, with the ability to craft compelling executive-level narratives
- Proficient in CRM platforms (Salesforce or equivalent) and structured forecasting methodologies, with strong discipline in follow-through and pipeline management
- Native-level French proficiency (mandatory); Spanish and/or Italian language skills are a strong advantage
- Proficient English communication skills, both written and verbal, with the ability to engage diverse audiences effectively
- High travel readiness across Southern Europe (approx. 40–60%)
What the job involves
- As a Business Development Manager, you will spearhead sales growth across France - driving impact through strategic execution and market expansion. You’ll lead strategic initiatives to expand market share, cultivate strong customer partnerships, and uncover new business opportunities
- Success means more than hitting revenue targets - it’s about shaping the future of the territory through proactive engagement, innovative solutions, and exceptional service that sets us apart
- Responsible for driving sales performance and revenue growth across France by implementing strategic plans and maximizing market opportunities
- Own and execute the territory strategy by defining the ideal customer profile (ICP), mapping key accounts, analyzing whitespace opportunities, and driving quarterly go-to-market plans
- Build and advance a high-quality pipeline by actively prospecting through outbound outreach, social engagement, and events; lead discovery conversations, develop compelling business cases with ROI, and drive opportunities through to close
- Lead complex enterprise sales cycles by orchestrating cross-functional engagement with operations, IT, finance, procurement, and legal; oversee Proof of Concepts and pilots; and negotiate RaaS terms, conditions, and multi-year agreements to close strategic deals
- Drive partner ecosystem growth by collaborating and co-selling with system integrators, 3PLs, and channel partners; develop joint account plans and generate sourced pipeline to accelerate revenue
- Deliver accurate forecasts by applying structured methodologies such as MEDDICC or BANT, providing weekly updates and commit calls with clear next steps to ensure pipeline visibility and accountability
- Drive executive engagement by coordinating site visits, reference calls, and value reviews with senior stakeholders, while building champions across multiple organizational levels
- Drive cross-functional collaboration by partnering closely with Solutions Engineering on scope, design, and pricing; align with Customer Success on land-and-expand strategies; and work with Marketing on ABM campaigns, events, and localized content to achieve plan
- Provide actionable market intelligence by sharing competitive insights, pricing trends, and customer feedback with product teams and leadership to inform strategy and innovation
Our take
Many order fulfilment warehouses rely on a combination of human workers and machinery to operate packaging assembly lines. However, these workflows are time-consuming and repetitive, showing the potential for human workers to be replaced with AI-driven robots.
Locus Robotics provides automated robotic technologies for fulfilment warehouses, offering a range of different robots for different workflows. Every robot outputs data that can be tracked and analyzed, and they can be installed rapidly and scaled depending on business size.
Whilst robots in warehouses is not a new concept, they are generally limited to warehouse giants such as Amazon. Locus Robotics, however, has taken a flexible and accessible approach to its technology, aiming to increase access and affordability so that smaller businesses can scale.
Having picked over three billion items across its network of customers, the company is well established. It has also seen significant funding which has supported international expansion. In the longer term, when market conditions allow, it will consider an initial public offering.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
25% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Nov 2022
$117m
SERIES F
Sep 2021
$50m
SERIES E
Total funding: $416m
Company HQ
Wilmington, MA
Leadership
Rick Faulk
(CEO)Experience as CEO and Chairman of Intronis & Barracuda Networks from 2013 to 2016. CEO of Quiet Logistics from 2016 to 2018.
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