Presales Lead

About Locus

Battle-tested in 350+ deployments across 30+ countries, Locus is an agentic Transportation Management System for all-mile, all-channel, trusted by enterprises like Unilever, Nestlé, and Siam Makro.

The platform unifies orders, capacity, and carrier networks into one living plan, aligning planning, execution, and settlement so promises become proof.

AI co-pilots with guardrails surface risk early and recommend the next best move to protect SLAs and reduce empty miles.

In 2025, Locus joined the Ingka Group (IKEA Retail) family, marking a major milestone in our journey. Backed by the scale and strength of IKEA, we continue to operate independently while accelerating our mission to make global supply chains faster, smarter, and more sustainable.

Since 2015, Locus has been on a mission to make logistics decision-making intelligent, sustainable, and real-world ready. Our platform has powered billions of deliveries across 30 + countries for global enterprises, driving measurable impact in cost savings, carbon reduction, and SLA performance. With the strength of the IKEA ecosystem behind us, we’re scaling that impact even further.

Headquartered in Bangalore, with teams across the U.S., U.K., UAE, Europe and Southeast Asia, Locus brings together 170 + engineers, designers, and problem-solvers united by a single goal: to reinvent how the world moves goods.

We are looking for a leader to build and run our global Pre Sales 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 Pre Sales 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 & Pre Sales 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.

• 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

• 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.

• Specifying and driving reusable proof tooling with engineering, in engineering terms, against real dates
• Turning objections into dated, concrete follow-up artifacts

• Honest technical risk forecasting, including recommending against a bid
• Defending win-rate movement with evidence in a leadership or board review

• 12+ years in enterprise software,…