ElasticRun
Website:
elastic.run
Job details:
WAREHOUSE SALES LEADER
Enterprise B2B Logistics • GM / AGM • Individual Contributor → Leadership Track
Domain: Logistics •Product: Warehouse & Fulfillment Solutions •Sector: E-Commerce • Retail • Consumer Durables
Function
Enterprise Sales — Warehouse & Fulfillment
Level
GM / AGM
Role Type
Individual Contributor (IC) with leadership pathway
Sales Motion
60% Hunter (new logo acquisition) +40% Farmer (account growth)
Key Sectors
E-Commerce · Retail · Consumer Durables · Omni-channel Brands
Solution Set
Warehouse Management · Fulfillment · Inventory Control · VAS · B2C/B2B Dispatch
ABOUT THE ROLE
We are building the enterprise sales capability for our Warehouse vertical — a high-growth product anchored in supply chain outsourcing for India’s largest retail, e-commerce, and consumer durables brands. This role sits at the centre of that ambition.
The ideal candidate brings a proven warehouse or 3PL sales track record and operates with equal conviction in hunting new logos and farming existing accounts for wallet-share expansion. You will own the full sales cycle — from mapping prospects and engaging CXOs, to structuring commercial models and closing multi-crore, multi-year contracts.
This is an IC role at launch, with a defined pathway to owning a team as the vertical scales. If you want to build something, not just sell something, this is the role.
HUNTER —60%
New Logo Acquisition
- Map and target warehouse prospects in key sectors
- Own outreach to Supply Chain Heads, VP Ops, CPO
- Drive end-to-end deal cycles: pitch → solution design → close
- Build a live pipeline of ≥5 enterprise opportunities at all times
- Negotiate and close multi-year warehouse SLAs
FARMER —40%
Account Expansion & Retention
- Own revenue and margin growth within named enterprise accounts
- Identify upsell: additional SKU families, new warehouse locations, VAS
- Conduct structured quarterly business reviews with key stakeholders
- Deepen C-suite and operational relationships to protect account stickiness
- Track account health; flag churn risks 90 days before renewal
KEY RESPONSIBILITIES
A. Pipeline Development & Market Coverage
- Own a territory-level account map: identify all addressable warehouse outsourcing opportunities across priority sectors, ranked by revenue potential and deal readiness.
- Build pipeline through senior networking, sector events, referrals, and targeted outreach — maintain a 3x pipeline-to-target ratio at all times.
- Engage decision-makers at CXO, Supply Chain Head, VP Operations, and Procurement levels with insight-led conversations, not feature pitches.
- Lead the full sales cycle: discovery → solution design → commercial structuring → negotiation → contract close.
B. Warehouse Solution Selling
- Position and sell the full warehouse product suite: B2C/B2B fulfillment, dedicated and shared warehouse models, inventory management, value-added services (kitting, QC, labelling), and reverse logistics.
- Translate client supply chain pain points — storage costs, inventory accuracy, dispatch TAT, returns volume — into a quantified business case for outsourcing.
- Design warehouse solutions in collaboration with operations and product teams; ensure commitments made in the sales cycle are operationally deliverable.
- Manage complex RFP responses, commercials, and SLA negotiations for multi-site, multi-year contracts.
C. Account Farming & Strategic Revenue Growth
- Own a named portfolio of strategic accounts; hold full accountability for revenue retention, expansion, and profitability.
- Run structured account plans: identify the white space, map the stakeholder landscape, and execute a 12-month expansion roadmap per account.
- Identify cross-sell across the logistics stack — transportation, last-mile, freight, supply chain visibility — where warehouse is the entry point.
- Conduct quarterly business reviews presenting operational performance, benchmarks, and commercial proposals for the next growth lever.
- Protect renewal and ensure zero unexpected churn in the portfolio; track satisfaction and intervene early where SLA or relationship risk is forming.
D. Internal Collaboration & Deal Enablement
- Work with Warehouse Operations to design feasible solutions, validate site capacities, and set realistic SLAs before committing to clients.
- Collaborate with Finance to structure deal economics that are commercially competitive and margin-accretive.
- Feed market intelligence — competitor pricing, client feedback, emerging supply chain trends — back to Product and Leadership.
- Support client onboarding alongside Customer Success to ensure the delivery matches the promise.
E. Leadership Track (as the Vertical Scales)
- Contribute to building scalable GTM processes, account tiering frameworks, and sales playbooks for the warehouse vertical.
- Mentor and onboard junior enterprise sales hires as the team grows.
- Evolve into ownership of a regional or national enterprise sales team, with P&L responsibility for the warehouse vertical.
WHAT WE ARE LOOKING FOR
MUST HAVE
STRONG ADVANTAGE
- 7–12 years in enterprise B2B sales within logistics, 3PL, warehousing, or supply chain
- Demonstrated track record of closing large warehouse or fulfillment outsourcing contracts (multi-crore, multi-year)
- Experience operating a hunter + farmer model — new logo acquisition and portfolio expansion
- Ability to engage and influence C-suite and VP-level decision-makers
- Deep understanding of warehouse operations: slotting, inventory accuracy, pick-pack, dispatch TAT, returns management
- Comfort with complex commercial negotiations, RFP responses, and SLA design
- Existing network within the Supply Chain or Procurement functions of top-20 e-commerce, retail, or FMCD players
- Experience structuring and selling multi-site warehouse solutions
- Exposure to WMS platforms, automation, or tech-led fulfillment propositions
- Prior experience managing a P&L or a regional sales team
- MBA from a reputed institution
The person we are looking for:
Builds conviction in the room, not just rapport
Owns the number — does not manage upward to explain misses
Can hold a supply chain conversation at the operations level, not just the sales level
Farms without being told to — expansion is instinct, not instruction
Brings data and insight to every client conversation
Earns trust with operations teams, not just sales colleagues
HOW SUCCESS IS MEASURED
HUNTER METRICS
New enterprise logos acquired (quarterly)
Pipeline value created (3x target minimum)
Average deal size — TCV for new contracts
Sales cycle duration: days from first meeting to close
Win rate on qualified opportunities
FARMER METRICS
Revenue retention rate across named accounts
Upsell / expansion revenue within existing portfolio
Gross margin contribution per account
NPS or CSAT from strategic account stakeholders
Account penetration: № of decision-makers engaged
Click on Apply to know more.