Director, AutoStore as a Service

We are building the next generation Automation as a Service / AutoStore as a Service commercial offer primarily for third-party logistics providers (3PL) and early entry companies enabling them to adopt ASRS and warehouse automation through operating expense (OpEx) models rather than large upfront CapEx. AutoStore ASaaS will help our customers with an end-to-end solution, predictable monthly subscription fees aligned to 3PL contract realities and flexible capacity needs.  

We are looking for the leader who will bring AutoStore as a Service to market as the most compelling OpEx offer and drive its successful sales execution to accelerate pipeline generation and conversion with a viable offer to win 3PL and early entry companies adopt and expand automation with AutoStore.   

The Role  

The AutoStore as a Service Director is a strategic member of the Global Sales Organization, responsible for offering development and evolution, commercial excellence and GTM effectiveness of AutoStore As-a-Service that will help drive warehouse automation journey and market success of our third-party logistics (3PL) ecosystem and customers. This is a critical role in activating 3PL channel as a growth and revenue driver by developing and operationalizing the offer and related sales strategies. As Director, Robotics-as-a-Service, you will own leading the offer to Commercial execution through our Integration partners and with our 3PL customers, responsible from conception to adoption, offer roll-out, sales execution, future offering re-design, and success of the offer in the market measured by pipeline generation and conversion. You will work cross-functionally with Strategy, Solutions, Finance, Sales, Legal and Partner teams.  

Reporting to the VP Worldwide Market Development & Growth, the AutoStore as a Service Director supports global growth strategy and regional sales objectives by: 

• Building the AutoStore as a Service Program and playbooks (GTM plays, positioning, value narratives, sales processes, financial and operational mechanisms) 

• Positioning AutoStore as a Service offer to 3PL Customers and Integration partners as a flexible mechanism for warehouse automation, generating and closing more pipeline opportunities taking share from addressable market. 

• Landing the offer with 3PL customers, partners and teams through enablement  

• Incorporating 3PL customer and integration partner feedback into an effective sales program and business model for AutoStore as a Service offer and continuously ensuring viability and relevance. 

Key Tasks and Responsibilities:  

• Build the AutoStore as a Service end-to-end program to drive the roll-out, cross-company operationalization, enablement and sales execution of the AutoStore as-a-Service offer.  

• Collaborate with 3PL customers to understand their logistics goals, ensuring service quality, and driving retention through solutions, expand AutoStore as a Service in 3PL procurement choice 

• Own, validate, evolve design principles and ensure market success by incorporating partner, 3PL feedback and internal stakeholder input into shaping the offer for commercial viability. 

• Collaborate with 3PL account managers and partner sales teams for offer landing in the regions.  

• Productize and scale the offer through partners and the 3PL channels. Coordinate partner enablement so that integrators can wrap our core subscription with their add-on services into a single monthly offer, and potential creative direct or hybrid Partner offers.  

• Accelerate 3PL deal pipeline generation and closure by monitoring opportunities that request AutoStore as a Service OpEx models, overseeing deal progress, solution design pricing and closure. 

• Establish and monitor sales performance, pipeline health, and revenue forecasting 

• Collaborate with sales excellence and channel operations to build revenue performance visibility  

• Build visibility to competitive and partner offers for successful RaaS, ASaaS and Waas models 

• Analyze industry trends, competitor activities, and 3PL demands to differentiate AutoStore as a Service offers and develop competitive positioning.  

• As AutoStore continues its software and services journey and recurring revenue business models, lead the redesign of the offer with 3PL customers and with and through integration partners.  

• Build readiness content on AutoStore-as-as Service value proposition, routes to market, competitive edge, sales processes to educate 3PLs, partner and AutoStore sellers 

Key Qualifications: 

• 10+ Years experience in 3PL with deep understanding of operational challenges, fulfillment processes, supply chain, and digital transformation and buying decisions and processes 

• Preferably, 3PL experience having sold As-a-Service offers within 3PL or financing companies 

• 5+ Years in Strategic Sales role 

• Experience creating and leading structured Sales Play Framework 

• Skilled in developing GTM strategies and scalable playbooks that translate business strategy into executable commercial actions 

• Strong cross-functional communication skills with executives, sales, marketing, and product teams globally 

• Ability to link industry data, customer economics, and AutoStore solutions into compelling business cases and sales narratives