{"id":3379926,"url":"https://alion.io/job/skutopia-enterprise-sales-manager","title":"Enterprise Sales Manager","company":{"id":4481572,"name":"SKUTOPIA","domain":"skutopia.com","url":"https://alion.io/company/skutopia","size_band":"1-10","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":null,"truth_index":null},"role":"Sales","role_family":"Sales","seniority":null,"employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Sydney, Australia"],"countries":["AU"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":{"min_usd":47000,"max_usd":100000,"period":"year","method":"role_country_seniority_unknown","sample_n":167},"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"HubSpot","optional":false},{"name":"Shopify","optional":true}],"status":"live","first_seen_at":"2026-10-28T04:29:16Z","employer_posted_date":null,"last_verified_at":"2026-10-28T04:29:16Z","board_verified":false,"closed_at":null,"days_open":4,"trust":{"level":"not_scored","repost_count":null,"flags":[],"days_open":4},"description":"SKUTOPIA is on a mission to democratise and decarbonise logistics.\nSKUTOPIA is a deep-tech logistics company operating under a dual RaaS (Robotics-as-a-Service) and SaaS model. We deliver end-to-end, AI-powered robotic fulfilment for retailers - eliminating inefficiencies inherent in traditional 3PL models, such as human error, high labour costs, and carbon-heavy processes.\nOur advanced robotics and proprietary AI empower our customers to scale faster with high-speed, high-quality fulfilment at a fraction of the typical cost - while also driving both revenue and profit growth.\nFounded in 2018 by Talea Bader and Emily Townsend, SKUTOPIA began as Sydney’s first eCommerce co-working space. After witnessing firsthand the logistics challenges faced by SMBs, the founders evolved the business into a tech-first fulfilment solution.\nRole Overview\nSKUTOPIA is rewriting the rules of fulfilment. We're Australia's first robotics-powered 3PL, and we move fast. We don't just store boxes; we build the operating system that lets brands scale without limits.\nWe're now looking for an exceptional Enterprise Sales Manager to own our enterprise market and drive growth with Australia's most sophisticated brands. This is a rare seat at the table of a tech scaleup that is genuinely disrupting a $10B+ industry.\nThis is a hybrid role which requires travel to our facility in Alexandria, Sydney or Altona, Melbourne to conduct sales tours and pitches.\nKey Responsibilities:\nYou'll own enterprise and upper mid-market pipeline from Sydney or Melbourne; hunting, building and closing complex multi-stakeholder deals with eCommerce & omnichannel brands doing $5M - $100M+ in revenue. You'll operate with genuine autonomy: shaping deal strategy, running structured discovery using MEDDPICC, and partnering with our operations and solutions teams to land and expand accounts.\nYou won't be handed a warm pipeline. You'll build it. This role suits someone who thrives in ambiguity, operates like a founder, and gets energy from the complexity of selling a paradigm shift, not just a service.\nOwn the end-to-end enterprise sales cycle; from prospecting through to signed contract and smooth handover to CS.\nBuild and manage a qualified pipeline of enterprise and upper mid-market eCommerce merchants using a mix of outbound, ABM, events and referrals.\nLead multi-threaded, multi-stakeholder deals; navigating C-suite, COO, CFO, and operations contacts simultaneously using a structured MEDDPICC approach.\nRun consultative discovery that quantifies merchant pain: fulfilment costs, accuracy rates, SLA performance, and growth constraints.\nDevelop and deliver compelling, tailored pitch materials; from RFP responses and business cases to shortlist presentations; in partnership with product, tech and operations teams.\nRepresent Skutopia at industry events, trade shows, and networking functions to grow brand presence and pipeline.\nMaintain rigorous CRM hygiene in HubSpot: accurate deal stages, contact mapping, forecasting, and activity notes.\nCollaborate with Skutopia wider teams to scope and win complex deals, and flag commercial or product gaps.\nContribute to sales strategy: share market intelligence, competitive insights, and feedback on our ICP and value proposition from the field.\nWhat you bring:\nStrong experience in B2B enterprise or complex solution sales; ideally in 3PL, supply chain, SaaS, or eCommerce infrastructure.\nProven track record of closing seven-figure deals with long sales cycles and multiple stakeholders.\nExcellent commercial instincts; you can run a financial model, build a business case, and speak fluently to cost-per-order, SLA metrics, and working capital.\nStructured methodology; you use a framework (MEDDPICC or similar) and can demonstrate how you apply it.\nOutstanding communicator; polished in the boardroom, credible with operations & technical teams.\nDeeply self-motivated; you don't need hand-holding to build pipeline or close deals in a new market.\nCommercially curious; you follow eCommerce/Retail trends, know who the major players are, and have a point of view on the market.\nMelbourne-based or genuinely willing to relocate; this role requires real presence in the market.\nBonus Points:\nExperience selling into operations, supply chain, or C-suite at mid-market or enterprise retailers.\nAn existing network of eCommerce, retail, or brand decision-makers in Melbourne or nationally.\nFamiliarity with Shopify, Shopify Plus, Cin7 and ERPs or other tech stacks.\nExperience working in a high-growth, pre-scale or Series A/B startup environment.\nPrior exposure to 3PL, WMS, or fulfilment operations, you understand the complexity of what we're solving.\nWhat you’ll get:\nCompetitive salary + performance-based commissions\nEquity in a fast-scaling logistics and technology business\nDirect access to the leadership team and product roadmap\nA high-agency, low-bureaucracy environment built for growth\nThe opportunity to reshape how logistics is sold, scaled, and understood\nA scale-up that's changing the industry, and a collaborative and dynamic team","description_format":"text","description_chars":5080,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Equity"],"hiring_locations":[],"hiring_excludes":[],"relocation_offered":true,"industries":[],"lifecycle":[{"event":"open","at":"2026-10-28T04:29:16Z"}],"visa":[],"liveness":{"score":84,"band":"hot","label":"Hiring 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