Business Development Lead - Enterprise Warehouse Robotics

Position Overview

We are seeking a Business Development Lead to build and run the outbound prospecting engine for our autonomous mobile robot (AMR) fleets, delivered as robotics-as-a-service (RaaS). You will find, engage, and qualify new enterprise opportunities across 3PLs, retailers, e-commerce brands, and parts distributors, creating pipeline from scratch for our Account Executives. As our first dedicated business development hire, you will report to the Global Commercial Director and build the outbound playbook from the ground up. This role is onsite in San Mateo five days a week.

Responsibilities

• Prospect into enterprise 3PLs, retailers, e-commerce brands, and parts distributors through cold calling, email, LinkedIn, and multi-touch sequences.
• Research target accounts to identify operations, supply chain, engineering, and executive decision-makers and the triggers that make automation timely.
• Write personalized, persona-specific outreach that speaks to labor, throughput, and cost-per-unit pressures.
• Run first-call discovery to qualify prospects on operational fit, timing, decision process, and budget, and deliver clean, well-documented handoffs to Account Executives.
• Re-engage dormant and past opportunities, and partner with marketing to follow up on trade show and campaign leads.
• Build and maintain ideal customer profile (ICP) target account lists with sales leadership, and create and test sequences, call scripts, and objection handling.
• Own the outbound tech stack and data sources, including CRM, sales engagement, and contact data tools.
• Track and report on activity, conversion rates, and pipeline sourced against weekly and monthly targets, and share market feedback with sales and marketing.

Preferred Qualifications

• 3+ years of B2B outbound prospecting experience (SDR, BDR, or business development) selling to enterprise accounts.
• Proven record of consistently exceeding meeting and pipeline targets.
• Experience prospecting into senior operations, supply chain, or technical buyers in long, complex sales cycles.
• Confident, persistent cold caller and strong writer who can craft concise outreach that gets replies.
• Proficiency with Salesforce, sales engagement tools (Outreach, Salesloft, Apollo, or similar), and LinkedIn Sales Navigator.
• Prospecting experience in supply chain technology, warehouse automation, robotics, material handling, or industrial technology.
• Familiarity with 3PL, retail, or distribution operations.
• Experience building an outbound program or playbook from the ground up.