Sales Director US
Veloq | New YorkCompany Overview
Veloq is the software platform powering the next generation of grocery fulfilment. Born from Rohlik Group's proprietary technology and operational excellence across five European markets, we are now a standalone technology company empowering grocers to transform their warehouse operations and scale their same day e-grocery offering. Our modular platform spans automated picking, e-commerce fulfilment, and last-mile logistics and is built to power online grocery profitably.
Today, Rohlik Group serves 850,000+ customers across Europe using this technology. We have proven it works at scale. Now we are bringing it to the world. We’re only at the beginning of the journey. This is a chance to join a lean team and help build the operations engine, shape how we run and build the business, and scale a category-defining company from the ground up. You will have real ownership over your function, direct access to the CEO, and equity in a company at the beginning of a major growth curve.
Role Overview
You will own Veloq's commercial motion in United States. This is both a senior hunter role and a true people leadership role: you will lead the commercial function, manage the team, and build the next layer of sales capability as the business scales.
You will lead consultative technical sales of bespoke warehouse automation and software solutions, working closely with operations, IT, finance, and commercial stakeholders to shape customer-specific outcomes. You will develop and close high-value enterprise relationships, refine the sales playbook, and shape how Veloq sells to grocers and logistics operators in Europe.
We already have a clear ICP and an active set of target accounts in the pipeline. Your job is to take that foundation, deepen the pipeline, close the first major accounts, and build the next wave of enterprise revenue. You report directly to the CEO and will influence pricing, positioning, and commercial terms from day one.
What We Expect From You
1. Revenue & Pipeline
Own the US revenue target for Veloq's warehouse automation SaaS — including closing the first enterprise account(s) and building the FY27 pipeline.
Progress and expand an existing set of qualified target accounts already in motion, while adding new enterprise opportunities in EMEA.
Build a qualified pipeline of enterprise accounts with a minimum 3:1 pipeline coverage ratio maintained at all times.
Develop a repeatable, scalable sales motion that can be handed off to future hires as the business grows.
2. Sales Motion & Playbook
Refine the US ICP: target verticals, buyer personas, account profiles, and deal stages.
Develop the sales narrative for each buyer persona — COO, VP Supply Chain, and CFO — anchored in warehouse economics, labour productivity, fulfilment cost per order, and same-day capability.
Translate complex technical capabilities into customer-specific value propositions, including tailored warehouse automation designs and implementation approaches.
Maintain deal discipline through consistent go-to-market engagement, account planning, proposal quality, and competitive positioning.
3. Enterprise Relationships & Events
Build and manage relationships with enterprise retail and 3PL decision-makers across Europe.
Represent Veloq at relevant grocery, supply chain, and logistics forums to build brand presence and pipeline.
Develop strategic accounts into multi-FC, multi-year contracts.
4. GTM & Cross-Functional Collaboration
Work with the CEO on pricing strategy and major contract negotiations.
Collaborate with the Head of Partnerships on SI and co-sell opportunities.
Partner with product leadership on solution roadmap, competitive positioning, and market feedback — feeding buyer objections, competitive threats, and emerging trends back into the business.
Work cross-functionally with Operations, Legal, and Finance to ensure seamless handover from sale to implementation, reducing rework and improving customer satisfaction.
5. Leadership & Talent Development
Coach, develop, and elevate the performance of the commercial team; set high standards for sales culture, activity discipline, and customer engagement.
Build succession plans and hire high-potential talent as the function scales — bringing in the right people at the right time.
Implement and uphold a consistent sales operating rhythm: pipeline reviews, deal qualification, forecast calls, and win/loss debriefs.
Optimise deployment of pre-sales, solution design, and business development resources across the account base.
What We Are Looking For
Must Have
10+ years in enterprise SaaS or supply chain / logistics technology sales, with at least 5 years in senior commercial or hunter roles.
Proven closer with a track record of hitting or exceeding quotas at or above €1M ARR.
Experience selling into retail, grocery, or logistics operations at C-suite or VP level, with a strong understanding of warehouse automation and e-grocery economics.
Proven people management experience, including coaching, performance management, and building a high-performing sales culture.
Consultative technical sales experience: the ability to sell bespoke solutions requiring discovery, solution design, and alignment across operational and technical stakeholders.
Hunter mentality: you build your own pipeline and thrive using CRM and AI tools to accelerate outbound sales motion
Comfortable with long, complex sales cycles (6–18 months) across multiple stakeholders including operations, IT, finance, and legal.
Nice to Have
Existing relationships with senior buyers at top US grocers or 3PLs.
Familiarity with CRM tools (Salesforce preferred) and pipeline forecasting disciplines.
Exposure to solution design, estimating, or pre-sales engineering teams.
Track record of building or formalising a sales playbook from scratch.
#LI-ML1
About Rohlik
Making customers happy in the Czech Republic, Hungary, Austria, Germany and Romania.
Find out if you would enjoy it here
People who work at Rohlik are independent thinkers with an opinion. We are not afraid of saying what we think is right for our customers or for the business.
Rohlik people are passionate about helping our customers live healthier and happier lives. We want this to happen and we want it quickly.
We hire people who want to change the world and are ready to take up difficult tasks with some tripping over.
Rohlik people don't wait to be told what to do, but actively propose new ways for things to get better themselves.
We hire people who want to spend their lives at work this way. We have a versatile mix. Younger and older, junior and senior colleagues.
What we offer
Rohlik grows fast, and so can you. You will face a new challenge every day. You will need to solve problems you have never solved before. We are offering you challenging and exciting work.
It's not for everyone, but you will love it here if you like to keep things moving forward.
You will build one of the best services in the world. From the moment you join us, you'll have the opportunity to directly change the lives of our customers for the better.
No matter what department or position you're in, your work will be essential and part of making a difference. If you have an opinion and don't fear to voice it, you will be heard. Our customer is the centre of our universe, so everyone who can improve the customer experience is embraced and supported to step forward and propose a solution.
We believe in our people. Everyone can decide where they are going to work from or how many unlimited holidays they will enjoy. It's all about getting the work done, not where it's done from.
In line with our personal responsibility policy, we have abolished regular bonuses. We firmly believe that the incentive to do your best work should not be in a quarterly bonus. But don't worry, we won't pay you peanuts. We want to employ the cream of the crop, which is why we offer top-of-the-market fixed salaries.
We value your opinion; that is why we launched the peer-to-peer recognition system, where everyone has the right to embrace their colleagues and award them credits to our internal cafeteria.
Our employees are our valued customers. We appreciate your feedback and want you to use our services as much as possible, so we offer Xtra membership without further payments.
No Rohlik person can ever get enough challenges! That's why we organize those focused on sports. Like running, cycling or hiking. And what's not to miss besides great colleagues? Well, tempting rewards. It wouldn't be possible without them.
You will work with the best European experts from various areas - Commercial, SW development, Logistics, Business Intelligence, HR, and many others. We are fighting for market share in a challenging environment, but we battle as a team. We have each other's back, and we don't forget to have fun together. We regularly enjoy joint tastings of new products, barbecues, and parties.