Director, Enterprise Account Management

AutoStore™ holds a simple yet powerful vision: to store and move things for everyone, everywhere. Founded in Norway, we've grown into a global technology company. AutoStore uses advanced software to automate and orchestrate order fulfillment. Our goal is to ensure orders arrive faster than ever, with minimal environmental impact. That’s how we help brands exceed customer expectations.

We have more than 1600 systems in nearly 60 countries, and we grow continuously as a community of employees, partners, customers, suppliers, and connected technologies. Automation should make life easier, and by listening carefully to our community, we innovate to meet the industry’s most complex needs. With AutoStore™, brands gain speed, efficiency, and improved workplaces. And much more floor space.

AutoStore – moving things forward.

Role Overview

The Director**,**Enterprise Account Management will lead the strategy and execution for Enterprise Accounts across the Central European region, covering Benelux, DACH, and Eastern Europe. Reporting to the Vice President, Central Europe, this role is responsible for driving revenue growth, strengthening executive-level relationships with key customers, and developing long-term strategic account plans.

Enterprise Accounts at AutoStore include both existing strategic customers and high-potential prospective customers that are critical to the company’s long-term growth. As a member of the Central European Leadership Team (CLT), the Director will contribute to shaping the regional commercial strategy while leading and developing a team of Enterprise Account Managers.

Key Responsibilities:

• Serve as a member of the Central European Leadership Team, contributing to regional strategy, commercial priorities, and cross-functional alignment.

• Own and further develop the Enterprise Account Management strategy, supporting revenue and booking targets across Central Europe.

• Develop and execute the annual strategic sales and growth plan, including territory planning, account prioritization, and quota allocation.

• Lead, develop, and retain a high-performing team of Enterprise Account Managers.

• Act as a player-coach by supporting the team while directly managing selected strategic enterprise customer relationships.

• Provide executive sponsorship for key strategic opportunities and support the navigation of complex procurement and executive decision-making processes.

• Build and maintain long-term relationships with C-level stakeholders within enterprise customers.

• Define and drive a balanced team strategy that leverages both hunting and farming capabilities, ensuring individual strengths are aligned with business priorities.

• Collaborate closely with Partner Management, Customer Success, Solution Consulting, and Consultant Account Management to drive an integrated account-team approach.

• Partner with global commercial teams to ensure consistent execution, customer engagement, and account development across regions.

• Use data and sales technology, including CRM, forecasting tools, and intent data, to drive a disciplined, data-driven pipeline strategy. Key Qualifications:

• Proven leadership experience and strategic expertise in building and scaling effective sales teams. Experience in warehouse automation, logistics technology, or related industries is an advantage but not required.

• Strong understanding of technology-driven solutions and complex B2B sales cycles.

• Demonstrated success in developing and executing commercial strategies and building high-performing sales organizations.

• Experience leading, coaching, and motivating high-performing sales teams.

• Excellent communication, negotiation, and stakeholder management skills.

• Ability to build trusted relationships with customers, partners, and internal leadership teams.

• Strong analytical capabilities and strategic thinking skills.

• Willingness and ability to travel approximately up to 50%. **Lo