Senior Director, Worldwide Sales - Land & Expand

About the role

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.

Responsibilities

• 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
• 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
• 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
• Business Ownership & Leadership Reporting
• Own the performance of the Land

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