We are looking for a leader to build and run our global PreSales organisation as we scale our enterprise business in North America and Europe.
It is a role for someone who likes building the discipline, the assets, and the bench that lets a technical GTM function scale beyond the people currently in it.
Location: North America preferred; open to Europe for the right candidate. Travel 30–40%. Reports to: Chief Revenue Officer
You will own the global PreSales function - a distributed team across North America, Europe, and India, which you will grow over the next 12-18 months.
The function covers:
- Discovery and diagnostics - business-led discovery with supply chain, operations, and finance leaders, ahead of any product demonstration
- Solution design and demonstrations - business-scenario-native, built to the customer's own requirements
- POCs, benchmarks, and simulations - including the technical proof work that decides competitive bake-offs
- RFP technical response - architecture, integration, security, and functional depth
- Value engineering - business-case and TCO modelling alongside the commercial team
- Field technical enablement - certification and reference architectures for our global Sales & PreSales organisation.
You will work closely with our Industry Principal, who owns the transformation thesis and business case on strategic pursuits. Your organisation owns the solution, the proof, and the technical credibility behind it.
Leading and building teams
- Hiring to a raised bar while developing the people already in seat
- Coaching in a way that changes behaviour and scales the team
- Building depth so that no pursuit depends on one person
Running a diagnostic-led motion
- Personally capable of running a business discovery conversation with a Chief Supply Chain Officer or COO and emerging with a quantified value hypothesis. And capable of teaching that skill to others.
Proving value
- Specifying and driving reusable proof tooling with engineering, in engineering terms, against real dates
- Turning objections into dated, concrete follow-up artifacts
Operating as a GTM leader
- Honest technical risk forecasting, including recommending against a bid
- Defending win-rate movement with evidence in a leadership or board review
Must-Have Qualifications:
- 12+ years in enterprise software, with 5+ years leading customer-facing technical teams - PreSales, Solutions Consulting, Solution Architecture, including managing across more than one geography
- Direct, hands-on experience in supply chain, logistics, transportation, or a comparably operations-critical enterprise category
- A track record of seven-figure enterprise deals where you personally shaped the technical win
- Demonstrated asset building: playbooks, POC frameworks, demo environments, certification programmes, or ROI tooling.
- Experience leading a technical GTM team through a move upmarket - from transactional deals to enterprise transformation programmes
- Comfort operating a distributed team across India, North America, and European time zones, with 30–40% travel
- Strong written communication
Preferred
- Experience selling or evaluating AI and agentic capability into enterprise
- Exposure to outcome-based or gain-share commercial constructs and what they require of a technical team.
