Enterprise Sales Manager

Role Overview / Purpose:

SKUTOPIA is rewriting the rules of fulfilment. We're Australia's first robotics-powered 3PL, and we move fast. We don't just store boxes; we build the operating system that lets brands scale without limits.

We're now looking for an exceptional Enterprise Account Executive to own our enterprise market and drive growth with Australia's most sophisticated brands. This is a rare seat at the table of a tech scaleup that is genuinely disrupting a $10B+ industry.

This is a hybrid role which requires travel to our facility in Altona, Melbourne to conduct sales tours and pitches.

Key Responsibilities:

You'll own enterprise and upper mid-market pipeline from Melbourne; hunting, building and closing complex multi-stakeholder deals with eCommerce & omnichannel brands doing $5M - $100M+ in revenue. You'll operate with genuine autonomy: shaping deal strategy, running structured discovery using MEDDPICC, and partnering with our operations and solutions teams to land and expand accounts.

You won't be handed a warm pipeline. You'll build it. This role suits someone who thrives in ambiguity, operates like a founder, and gets energy from the complexity of selling a paradigm shift, not just a service.

• Own the end-to-end enterprise sales cycle; from prospecting through to signed contract and smooth handover to CS.
• Build and manage a qualified pipeline of enterprise and upper mid-market eCommerce merchants using a mix of outbound, ABM, events and referrals.
• Lead multi-threaded, multi-stakeholder deals;  navigating C-suite, COO, CFO, and operations contacts simultaneously using a structured MEDDPICC approach.
• Run consultative discovery that quantifies merchant pain: fulfilment costs, accuracy rates, SLA performance, and growth constraints.
• Develop and deliver compelling, tailored pitch materials; from RFP responses and business cases to shortlist presentations; in partnership with product, tech and operations teams.
• Represent Skutopia at industry events, trade shows, and networking functions to grow brand presence and pipeline.
• Maintain rigorous CRM hygiene in HubSpot: accurate deal stages, contact mapping, forecasting, and activity notes.
• Collaborate with Skutopia wider teams to scope and win complex deals, and flag commercial or product gaps.
• Contribute to sales strategy: share market intelligence, competitive insights, and feedback on our ICP and value proposition from the field.

What you bring:

• 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.
• Excellent commercial instincts; you can run a financial model, build a business case, and speak fluently to cost-per-order, SLA metrics, and working capital.
• Structured methodology; you use a framework (MEDDPICC or similar) and can demonstrate how you apply it.
• Outstanding communicator; polished in the boardroom, credible with operations & technical teams.
• Deeply self-motivated; you don't need hand-holding to build pipeline or close deals in a new market.
• Commercially curious; you follow eCommerce/Retail trends, know who the major players are, and have a point of view on the market.
• Melbourne-based or genuinely willing to relocate; this role requires real presence in the market.

Bonus Points:

• Experience selling into operations, supply chain, or C-suite at mid-market or enterprise retailers.
• An existing network of eCommerce, retail, or brand decision-makers in Melbourne or nationally.
• Familiarity with Shopify, Shopify Plus, Cin7 and ERPs or other tech stacks.
• Experience working in a high-growth, pre-scale or Series A/B startup environment.
• Prior exposure to 3PL, WMS, or fulfilment operations, you understand the complexity of what we're solving.

What you’ll get:

• Competitive salary + 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 built for growth
• The opportunity to reshape how logistics is sold, scaled, and understood
• A scale-up that's changing the industry, and a collaborative and dynamic team