Senior Director, Worldwide Sales – Land & Expand

The Opportunity 

AutoStore is the world’s leading robotic grid-based fulfillment technology company — a pioneer in warehouse automation with deployments across 50+ countries and a rapidly growing install base. As we scale our commercial engine, we are seeking a Senior Director, Worldwide Sales – Land & Expand to own two of our highest-priority growth motions: net-new customer acquisition (Land) and maximizing value from our existing customer base (Expand). 

This is a high-impact builder role requiring someone with proven sales experience in warehouse automation and a demonstrated track record of creating and landing global GTMs. You will be the architect of AutoStore’s corporate strategy for both new logo acquisition and customer expansion — translating that strategy into a coherent, executable, field-ready GTM that our worldwide sales organization can run and win with. This means being deeply embedded with our field sellers and leaders, understanding what is working and what is not, and building motions that reflect commercial reality. 

You will work across sales, marketing, solutions, operations, enablement, and partner teams to ensure these motions are sharp, coordinated, and driving results. You will own the business, see ahead of performance gaps and opportunities, and report out to senior leadership with a holistic view of commercial health. 

What You’ll Own 

1. Corporate Strategy & GTM Design 

• Own the corporate strategy for new logo acquisition (Land) and customer expansion (Expand) — ensuring both are clearly defined, differentiated, and connected to AutoStore’s broader commercial goals 

• Decide, formalise, and govern global Land & Expand motions — translating field insights into defined GTM plays that are adopted and executed globally 

• Translate corporate strategy into a coherent, executable GTM: clear motion design, prioritized by opportunity, built for the way our field actually sells 

• Define the prioritized motions for hunting and closing new logos — not generic frameworks, but structured, repeatable motions that support the full journey from pipeline creation through to signed deal 

• Build distinct plays within each motion tailored to the warehousing and logistics verticals, buyer personas, deal sizes, and competitive dynamics AutoStore faces in market 

• Partner with Product Marketing to sharpen positioning, messaging, and competitive differentiation by vertical and buying stage 

• Own the expansion strategy end-to-end — including definition of expansion plays, prioritisation, targets, and performance tracking globally, and clearly define what expansion motions the field runs, in partnership with the AM Community function which ensures execution capability and consistency 

2. Field Proximity & Motion Development 

• Stay close to the field with an external, deal-focused lens — understanding how specific opportunities are won or lost, what drives buyer decisions, and how motions must evolve to improve win rates and expansion outcomes 

• Use field insight to continuously assess motion effectiveness: identify gaps in pipeline creation, qualification, competitive positioning, and deal execution — and adjust motions accordingly 

• Act as the connective tissue between commercial strategy and field reality — ensuring motions are built on how deals actually get done, not how they look on a slide 

• Establish structured feedback loops between the field and strategy function so that motion evolution is driven by evidence, not assumption 

• Partner with regional sales leaders across EMEA, Americas, and APAC to ensure global motions are locally executable and reflect market-specific dynamics 

3. Cross-Functional Partnerships 

• Partner with the Enablement team to ensure field sellers have the skills, knowledge, and tools to execute each motion effectively — this role sets the what and the why; enablement owns the how of skill development 

• Collaborate with Marketing to align demand generation, campaigns, and content to the motion priorities — ensuring top-of-funnel activity maps to how we want to land and expand 

• Work closely with the Solutions team to integrate technical proof points, demos, and value frameworks into the Land motion 

• Partner with Operations to ensure the right data, tooling, and process infrastructure is in place to run and measure motions at scale 

• Align with the Partner team to activate channel-sourced and channel-influenced pipeline within each motion, and to build partner plays where relevant 

• Partner with the AM Community function to ensure alignment between GTM design and field execution capability — with Land & Expand defining motions and plays, and the AM Community ensuring Account Managers are ready and executing consistently 

• Define the selling model at GTM level — including how roles (Account Managers, hunters, partners, solutions, customer success) come together within Land & Expand motions to win and grow accounts 

4. Business Ownership & Leadership Reporting 

• Own the performance of the Land and Expand motions end-to-end — including pipeline health, conversion rates, new logo bookings, expansion bookings, and overall motion effectiveness, with clear accountability for expansion targets and outcomes globally 

• Proactively identify performance gaps and commercial opportunities before they surface in the numbers — providing leadership with a forward-looking, holistic view of business health across both motions 

• Build and maintain a business operating cadence: pipeline reviews, forecasting, QBRs, and executive reporting that tells a clear, honest story about what is working, what is not, and what comes next 

• Present strategic recommendations and motion updates to the CRO and senior leadership team on a regular cadence — with the clarity, conviction, and data to drive decisions 

• Define and own the metrics framework that tracks motion health, field adoption, and commercial outcomes globally 

What You Bring 

Required Experience 

• 10+ years of enterprise B2B sales, GTM strategy, or commercial leadership experience within warehouse automation, robotics, or an adjacent supply chain technology category 

• Proven experience selling into or deeply alongside warehouse automation deals — you understand the buyer, the buying committee, the economics, and the competitive dynamics of this space 

• A demonstrated track record of designing and landing global GTMs that have scaled across geographies and driven measurable new logo and expansion outcomes 

• Deep experience building structured, repeatable sales motions — not just playbooks, but motion architecture that supports how hunters actually find, develop, and close new logos 

• Proven ability to work in close proximity with field sales teams and leaders — building trust, assessing performance, and translating insight into motion improvements 

• Strong cross-functional collaborator: you have partnered effectively with enablement, marketing, solutions, operations, and partner teams to make GTMs work 

• Executive presence and communication skills: you present to senior leadership with clarity, data, and a point of view 

• Commercial operator mindset: you build the metrics infrastructure, own the forecast, and see gaps before they become problems 

Preferred Experience 

• Background in both direct sales and channel/partner go-to-market models across multiple geographies 

• Familiarity with AutoStore, AS/RS, or grid-based automation technology and the competitive landscape 

• Experience at a company selling capital equipment alongside software or service recurring revenue streams 

• MBA or equivalent strategic business experience 

❖  GTM Architect 

Builds coherent, executable commercial motions from corporate strategy to field reality 

❖  Field Operator 

Stays close to sellers and leaders; builds motions grounded in how deals actually get done 

❖  Business Owner 

Sees ahead of the numbers; provides leadership a holistic, forward-looking commercial view 

❖  Warehouse Domain Expert 

Understands the automation buyer, the ecosystem, and the competitive dynamics of this market 

❖  Cross-Functional Partner 

Earns trust across enablement, marketing, solutions, ops, and partners to make GTMs land 

❖  Global Mindset 

Designs for global scale while staying close enough to regional reality to know when to adapt