Offer summary

Qualifications:

Minimum 5 years of experience in business development or solution sales., At least 3 years of experience in logistics, warehouse automation, robotics, or supply chain., Proven track record of managing complex deals from discovery to solution fit., Strong communication and relationship-building skills, with the ability to engage multiple stakeholder levels..

Key responsibilities:

Manage the entire lead-to-solution cycle for tier 1 accounts in the EMEA region.

Build and nurture relationships with decision-makers and guide prospects through discovery and qualification.

Develop and drive opportunity pipeline independently across assigned accounts and regions.

Collaborate with marketing, solution engineers, and sales teams to ensure effective handover and customer experience.

Job description

Brief Overview

We are hiring a driven and strategic Business Development Manager (BDM) to own the entire lead-to-solution cycle for tier 1 accounts in the EMEA region. You will build and nurture relationships with decision-makers, guide prospects through discovery and qualification, and develop solution-fit conversations. Once the opportunity reaches maturity, you’ll hand it over to the Sales team, while staying involved as a supporting stakeholder.
This is a high-responsibility role with autonomy. While you will receive some support from BDRs, you are expected to generate and convert pipeline independently and be fully accountable for your own targets.

Key Responsibilities

Own the Process:
Manage the journey from first contact to sales handover. Lead discovery, develop business cases, and align stakeholders.
Develop & Convert Pipeline:
Independently build and drive opportunity pipeline across assigned accounts and regions, with light support from BDRs.
Strategic Targeting:
Research, identify, and prioritize Tier 1 accounts. Use industry trends, trigger events, and account intelligence to guide outreach.
Cross-Functional Collaboration:
Work closely with marketing, solution engineers and sales to ensure continuity of information and effective handover once an opportunity is sales-ready.
Post-Handover Involvement:
Remain involved after handover to ensure a consistent and informed customer experience.
Partner & Consultant Alignment:
Engage relevant consultants and ecosystem partners to co-develop project opportunities and position Hai Robotics effectively.
Internal Contributions:
Contribute to ongoing strategy projects (e.g., vertical positioning, market development plans, win/loss analysis).

Who are we looking for?

Candidate Requirements

Minimum 5 years of experience in business development or solution sales
Minimum 3 years of experience in logistics, warehouse automation, robotics, or supply chain
Proven track record of owning complex deals from discovery to solution fit
Self-starter with strong ownership mentality
Skilled at translating operational pain points into business cases
Able to engage multiple stakeholder levels, from technical teams to senior leadership
Excellent communication, relationship-building, and presentation skills
Strong organizational skills and follow-through
Comfortable working with Salesforce, Apollo, Sales Navigator, and CRM platforms
Familiarity with outbound sequencing and multi-stakeholder opportunity tracking

Nice to Have

Background in selling ASRS, ACR, AMR, or shuttle systems
Familiarity with system integrators and warehouse consultants
Experience in fast-growth, high-complexity B2B tech environments

Hai-lights

Unique opportunity to shape business development in a category-defining robotics company
Autonomy, ownership, and visibility within a growing team
Work on cutting-edge warehouse automation projects that change industries
Grow your career in an organization that values results, initiative, and collaboration

Apply for this job

About us

Founded in 2016, Hai Robotics is a leading global provider of Automated Storage and Retrieval Systems (ASRS), delivering unparalleled system flexibility and maximizing operational efficiency for facilities of all sizes and conditions. With 1,500+ projects implemented across 40+ countries, supported by 8 global offices and 60+ partners worldwide, Hai Robotics is a reliable resource for providing local support.
Visit HaiRobotics.com for more information.

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