Business Development Manager

Locus Robotics is transforming how the world’s leading brands run their warehouses, using AI and advanced robotics to move faster, smarter, and more efficiently than ever before. Our LocusONE platform powers autonomous mobile robots that integrate seamlessly into existing operations, helping teams scale quickly, reduce costs, and keep up with growing demand. Trusted by more than 150 leading retail, healthcare, 3PL, and industrial organizations across 350+ sites worldwide, we deliver real, measurable impact every day. Our Robots-as-a-Service model removes barriers to adoption and drives continuous innovation, giving customers the flexibility to adapt as their operations evolve. At Locus, you are working on technology that is actively reshaping supply chains and solving complex, real-world challenges at scale. As a Business Development Manager, you will spearhead sales growth across the DACH region - driving impact through strategic execution and market expansion. You’ll lead strategic initiatives to expand market share, cultivate strong customer partnerships, and uncover new business opportunities. Success means more than hitting revenue targets - it’s about shaping the future of the territory through proactive engagement, innovative solutions, and exceptional service that sets us apart. The role is based in Germany. Only candidates currently residing in Germany will be considered. Candidates must be legally eligible to work in Germany without sponsorship. Must possess a valid passport and driver’s license, with high travel readiness (approximately 40–60%). Responsibilities Responsible for driving sales performance and revenue growth by implementing strategic plans and maximizing market opportunities. Own and execute the territory strategy by defining the ideal customer profile (ICP), mapping key accounts, analyzing whitespace opportunities, and driving quarterly go-to-market plans. Build and advance a high-quality pipeline by actively prospecting through outbound outreach, social engagement, and events; lead discovery conversations, develop compelling business cases with ROI, and drive opportunities through to close. Lead complex enterprise sales cycles by orchestrating cross-functional engagement with operations, IT, finance, procurement, and legal; oversee Proof of Concepts and pilots; and negotiate RaaS terms, conditions, and multi-year agreements to close strategic deals. Drive partner ecosystem growth by collaborating and co-selling with system integrators, 3PLs, and channel partners; develop joint account plans and generate sourced pipeline to accelerate revenue. Deliver accurate forecasts by applying structured methodologies such as MEDDICC or BANT, providing weekly updates and commit calls with clear next steps to ensure pipeline visibility and accountability. Drive executive engagement by coordinating site visits, reference calls, and value reviews with senior stakeholders, while building champions across multiple organizational levels. Drive cross-functional collaboration by partnering closely with Solutions Engineering on scope, design, and pricing; align with Customer Success on land-and-expand strategies; and work with Marketing on ABM campaigns, events, and localized content to achieve plan. Provide actionable market intelligence by sharing competitive insights, pricing trends, and customer feedback with product teams and leadership to inform strategy and innovation. Qualifications 8+ years of enterprise new-business sales experience in B2B technology or industrial solutions, specifically within warehouse robotics automation, or warehouse logistics/supply chain sectors. Experience selling AMR/ASRS/automation or software-enabled industrial solutions. Existing relationships in 3PL, retail/e-commerce and healthcare in the DACH region. Familiarity with RaaS models and multi-site rollout playbooks. Proven new-business closer / hunter with a history of consistent quota attainment and success in closing complex, multi-stakeholder deals valued at six figures or more in ARR/CARR or RaaS models. Skilled in solution and value-based selling, including Total Cost of Ownership analysis, labor and productivity modeling, throughput and SLA discussions, with the ability to craft compelling executive-level narratives. Proficient in CRM platforms (Salesforce or equivalent) and structured forecasting methodologies, with strong discipline in follow-through and pipeline management. A valid passport and driver's license are required. High travel readiness across EMEA (approx. 40–60%). Native or fluent level German and proficient English communication skills, both written and verbal, with the ability to engage diverse audiences effectively. Additional Information Locus Robotics is an Equal Opportunity Employer. Application Fraud Detection Notice: To help maintain a fair and secure hiring process, Locus Robotics may use AI-assisted and other automated tools to detect suspected fraud, misrepresentation, or misuse of the application process. Hiring decisions are not made solely by automated means unless otherwise disclosed where required by law.