The Company
Outrider is a software company that is automating distribution yards with electric, self-driving trucks. Our system eliminates manual tasks that are hazardous and repetitive while it improves safety and efficiency. Outrider’s mission is to drive the rapid adoption of sustainable freight transportation. We are a private company founded in 2018 and backed by NEA, 8VC, Koch Disruptive Technologies, NVIDIA, and other top-tier investors. Our customers are Fortune 200 companies and our autonomous trucks are already running in distribution yards. For more information, visit www.outrider.ai
The Role
Outrider is seeking a highly motivated and experienced Vice President of Sales who is eager for a hands-on role leading the company’s commercial expansion across Fortune 500 enterprise customers. This position is a crucial leadership position in the organization and requires exceptional selling skills in addition to exceptional collaboration with Product, Engineering, and field teams. The position reports to the Chief Executive Officer.
Duties and Responsibilities
- Manage multi-level customer relationships with the world’s largest logistics-dependent enterprises
- Ensure company sales and margin goals are met or exceeded in parallel with overseeing existing customer success and retention
- Build and manage sales opportunity pipeline, and identify ways to enhance pricing and deal strategies, processes, and sales channels
- Develop and manage division forecasts and budgets
- Work closely with Operations, Product, and Engineering teams to optimize product/market fit and guide company strategy based on market intelligence
- Be technically savvy, and a trusted advisor to clients; serve as industry expert at trade shows and investor events
- Prepare and conduct sales presentations; work closely with Marketing to maintain and build the company brand
- Eager to get hands dirty with direct large account selling opportunities – and proven capability to recruit, lead, train and incentivize a small high performing team as needed
- Visit customer sites and quickly assess commercial opportunities
- Understand and manage contract risk and manage customer expectations
- Monitor and evaluate new technology, industry best practices and competitive intelligence
- Contribute to the strategy, growth, and success of the Company and the building of a vibrant company culture focused on the responsible deployment of zero-emission autonomous vehicle technology
- Highly committed to mission of bringing dramatic improvements in efficiency, safety and sustainability into the global supply chain
Required Qualifications
- Proven sales experience selling complex hardware/software solutions
- Minimum of 7+ years of sales experience and building commercial organizations
- Exceptional presenter who can be a figurehead in the industry (speaker at trade shows etc) and who can inspire both C-level corporate leaders and project managers.
- Significant negotiation skills
- Excellent written and verbal communication skills in addition to exceptional quantitative skills required to explain complex technology, develop customer ROI models, negotiate complex contracts and build & track customer pipeline.
- Demonstrated ability to be a trusted advisor to key customer executives
- Proven ability to work closely with Product, Operations and Engineering teams to successfully sell and deploy multi-year customer engagements
- Based in or willing to relocate to Colorado so able to be in office as needed to host customers and be a cultural pillar of the company
- Willing to travel 50%+ of time as required to fulfill job requirements
- Eager to wear multiple hats in a rapidly evolving company
- Committed to expanding and evolving role as needed to support the rapid growth of a market-defining company
- Highly innovative mindset to drive sales, reduce costs, overcome objections/roadblocks, and maximize mutual benefit for customers and company
Ideal Qualifications
- Experience in transportation or logistics and selling into large logistics-dependent companies and/or rail/port operators
- Experience selling complex robotic solutions and/or industrial grade equipment/services (vehicles, machinery, industrial systems, subscription software)
- Engineering, science or math degree and/or experience with robotics technology
- Business degree or other masters degree
- Based in the Denver area, or willing to relocate within 6 months of starting
Compensation & Benefits
- Salary: $150,000 - 300,000
- Equity: Significant equity package commensurate on experience and skills
- Benefits: Full health benefits
- Home office stipend up to $500 to help you create a comfortable and productive workspace.
- Actual compensation is based on several factors, including but not limited to job-related skills, qualifications, experience, and specific work location due to differences in the cost of labor