/n Role Overview / Purpose:/n SKUTOPIA 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. /n We'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. /n /n This is a hybrid role which requires travel to our facility in Alexandria, Sydney or Altona, Melbourne to conduct sales tours and pitches. Key Responsibilities:/n You'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. /n /n You 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. /n /n

- Own the end-to-end enterprise sales cycle; from prospecting through to signed contract and smooth handover to CS.

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- Build and manage a qualified pipeline of enterprise and upper mid-market eCommerce merchants using a mix of outbound, ABM, events and referrals.

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- Lead multi-threaded, multi-stakeholder deals; navigating C-suite, COO, CFO,



and operations contacts simultaneously using a structured MEDDPICC approach.

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- Run consultative discovery that quantifies merchant pain: fulfilment costs, accuracy rates, SLA performance, and growth constraints.

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- Develop and deliver compelling, tailored pitch materials; from RFP responses and business cases to shortlist presentations; in partnership with product, tech and operations teams.

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- Represent Skutopia at industry events, trade shows, and networking functions to grow brand presence and pipeline.

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- Maintain rigorous CRM hygiene in HubSpot: accurate deal stages, contact mapping, forecasting, and activity notes.

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- Collaborate with Skutopia wider teams to scope and win complex deals, and flag commercial or product gaps.

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- Contribute to sales strategy: share market intelligence, competitive insights, and feedback on our ICP and value proposition from the field.

/n What you bring:/n /n

- Strong experience in B2B enterprise or complex solution sales; ideally in 3PL, supply chain, SaaS, or eCommerce infrastructure.

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- Proven track record of closing seven-figure deals with long sales cycles and multiple stakeholders.

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- Excellent commercial instincts; you can run a financial model, build a business case, and speak fluently to cost-per-order, SLA metrics,



and working capital.

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- Structured methodology; you use a framework (MEDDPICC or similar) and can demonstrate how you apply it.

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- Outstanding communicator; polished in the boardroom, credible with operations & technical teams.

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- Deeply self-motivated; you don't need hand-holding to build pipeline or close deals in a recent market.

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- Commercially curious; you follow eCommerce/Retail trends, know who the major players are, and have a point of view on the market.

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- Melbourne-based or genuinely willing to relocate; this role requires real presence in the market.

/n Bonus Points:/n /n

- Experience selling into operations, supply chain, or C-suite at mid-market or enterprise retailers.

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- An existing network of eCommerce, retail, or brand decision-makers in Melbourne or nationally.

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- Familiarity with Shopify, Shopify Plus, Cin7 and ERPs or other tech stacks.

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- Experience working in a high-growth, pre-scale or Series A/B startup environment.

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- Prior exposure to 3PL, WMS, or fulfilment operations, you understand the complexity of what we're solving.

/n What you’ll get:/n /n

- Competitive salary + performance-based commissions

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- Equity in a fast-scaling logistics and technology business

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- Direct access to the leadership team and product roadmap

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- A high-agency, low-bureaucracy environment built for growth

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- The opportunity to reshape how logistics is sold, scaled, and understood

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- A scale-up that's changing the industry, and a collaborative and dynamic team

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📌 Enterprise Sales Manager (Melbourne)
🏢 Jobs At SKUTOPIA
📍 Melbourne