Lead Sales Engineer -AGV & Warehouse Automation; Dematic Partner

Total Warehouse, in partnership with Dematic, is seeking a Lead Sales Engineer – AGV & Warehouse Automation to drive enterprise automation opportunities across the Western United States. This role owns front-end technical sales engagement, combining deep AGV and automation expertise with strong commercial acumen to qualify opportunities, shape solutions, and close complex deals.

This is a client-facing, revenue-accountable sales engineering role—not backend design, controls programming, or engineering documentation. The successful candidate will lead discovery, challenge customer assumptions, align solutions to business outcomes, and represent Total Warehouse as a trusted Dematic automation partner. Total Warehouse brings 25+ years of leadership in material handling, now scaling aggressively in automation and integrated systems.

• Lead customer discovery for AGV and automation opportunities from first engagement through close
• Conduct on-site and virtual meetings with operations, engineering, finance, and executive stakeholders
• Challenge customer workflows, assumptions, and manual operations to drive automation adoption
• Qualify budgets, timelines, and decision-making structures early
• Serve as the primary technical and commercial advisor during the sales process
• Translate operational challenges into automation solution concepts (AGVs, robotics, conveyors, integrated systems)
• Collaborate with internal engineering, sales leadership, and Dematic partners to develop:
  Conceptual layouts, ROMs and preliminary costing, and Tailored automation proposals
• Clearly communicate ROI, productivity gains, safety improvements, and scalability
• Address customer concerns around performance, integration, and long-term support
• Lead complex sales pursuits from discovery through solution shaping, proposal development, negotiation, and close
• Navigate long-cycle, multi-stakeholder enterprise buying processes
• Build durable customer relationships to support repeat and expanded automation deployments
• Support go-to-market strategy for AGV and warehouse automation solutions, including:
  Target industries, High-ROI use cases, Ideal customer profiles
• Leverage existing Dematic installations as reference conversations and site visits
• Partner with senior leadership on sales targets, pipeline strategy, and forecasting
• Own pipeline quality and execution discipline
• Consistently meet or exceed assigned revenue goals

• Deep familiarity with AGVs, robotics, and automated material handling systems
• 5+ years selling AGVs, AMRs, industrial automation, or capital equipment solutions
• Proven history of closing complex, enterprise-level automation deals
• Strong understanding of U.S. enterprise sales cycles and decision dynamics
• Preferred background in mechatronics, robotics, industrial engineering, or similar
• Consultative, challenger-style sales mindset
• Comfortable influencing both technical and non-technical stakeholders
• Able to manage multiple active opportunities simultaneously