Locus

Role Description We are looking for an experienced Industry Specialist to help accelerate Locus's growth in key markets. This is a senior, client-facing role that sits at the intersection of industry expertise, solution consulting, and business development. You will engage with enterprise prospects and customers across FMCG, retail, manufacturing, 3PL, and e-commerce - helping them understand how Locus can transform their logistics operations. You will work closely with Sales, Product, and Customer Success teams to shape deals, support implementations, and build Locus's reputation as the platform of choice for logistics transformation. Key Responsibilities - Serve as a subject matter expert and trusted advisor to enterprise prospects and customers on logistics, supply chain, and last-mile operations. - Support and lead complex sales cycles — translating customer operational challenges into compelling Locus solution narratives. - Conduct discovery sessions, workshops, and business case development with senior stakeholders including Operations, Supply Chain, and Commercial Directors. - Work with the Sales team to identify and develop new business opportunities across target verticals and geographies. - Contribute to RFP responses, solution proposals, and executive presentations. - Provide market and industry insight to shape Locus's go-to-market strategy, product positioning, and partnership approach. - Support customer onboarding and early-stage implementation by bridging industry context with platform capability. - Represent Locus at industry events, conferences, and forums - building brand presence and sourcing pipeline. - Feed customer and market intelligence back into Product and Marketing teams to inform roadmap and messaging. Qualifications - 12+ years of experience in logistics, supply chain, or operations - ideally spanning both practitioner and advisory/consulting roles. - Deep understanding of last-mile delivery, distribution network operations, and logistics technology (TMS, WMS, route optimisation). - Proven ability to engage and influence C-suite and senior operational stakeholders. - Experience in a solution consulting, pre-sales, or industry advisory capacity within a technology or consulting environment. - Strong commercial acumen — comfortable supporting business case development, ROI modelling, and contract discussions. - Sector expertise in one or more of: FMCG/CPG, retail, e-commerce, 3PL/CEP, or manufacturing. Requirements - Prior experience at a supply chain or logistics consultancy (e.g. Miebach, Argon & Co, OC&C, or equivalent). - Hands-on experience with logistics SaaS platforms or enterprise technology deployments. - Exposure to AI-driven logistics optimisation, demand forecasting, or network modelling tools. - Six Sigma, Lean, or equivalent process improvement certification. - MBA or relevant postgraduate qualification. Benefits Join Locus and become part of a visionary team that is redefining logistics through innovation and smart distribution. We provide competitive compensation, comprehensive benefits, and a collaborative environment where your expertise will drive both your growth and that of the organization.

• Drive internal sales strategies • Collaborate with multiple departments • Identify and develop internal sales opportunities • Work with product, marketing and support teams • Contribute to the development of incentive and training programs

• Drive internal sales strategies • Collaborate with cross-functional teams to maximize efficiency • Identify and develop internal sales opportunities • Work with product, marketing, and support teams • Contribute to the development of incentive programs and training

• Own a portfolio of enterprise NA accounts; take full accountability for retention and growth outcomes. • Drive full renewal lifecycle — from health scoring through commercial negotiation to close. • Build multi-threaded relationships across Operations, IT, Supply Chain, and C-suite at each account. • Deliver monthly/quarterly executive business reviews (EBRs/QBRs) using Databricks ROI dashboards — data first, opinions second. • Identify and act on expansion signals: new geographies, new business units, new use cases. • Partner with Sales to co-own upsell and cross-sell plays, particularly FMCG, retail, and 3PL verticals. • Monitor Databricks health dashboards daily; flag at-risk accounts 60–90 days before renewal — no last-minute surprises. • Own and execute account plans for every client; QBR cadence is non-negotiable (no 'okay' with skipped QBRs).

About Suki AI Suki AI is a leading technology company revolutionizing healthcare through AI voice solutions. Our mission is to transform the healthcare technology stack, making it invisible and assistive to alleviate the administrative burden on clinicians. Our flagship product, Suki Assistant, is an AI assistant that uses generative AI to automatically create clinical documentation by ambiently listening to patient-clinician conversations. Suki helps clinicians complete notes 72% faster on average, assists with tasks like coding and answering questions, and generates incremental revenue, delivering a 9X ROI in year 1. Beyond Suki Assistant, we offer our proprietary AI and speech platform, Suki Platform , to partners seeking to integrate best-in-class ambient and voice AI experiences into their own solutions. We are an 8-year-old company with a consistent vision, focused on comprehensive administrative task reduction, not just an LLM wrapper. Suki is recognized as one of Fast Company's most innovative companies, Google's Partner of the Year for AI/ML, and one of Forbes' top 50 AI companies. We are backed by significant investors including Venrock and First Round Capital, having raised $165M to date, providing ample resources for scale. The Opportunity Suki is poised to disrupt a massive, growing $30+ billion market in healthcare transcription, dictation, and order-entry solutions. We are seeking a highly motivated and experienced Senior Net New Sales Representative to drive the growth of our Suki Platform business. This is a critical role for an individual who is results-driven, possesses executive presence, and has a deep understanding of the healthcare IT landscape. You will be instrumental in expanding our footprint by identifying and closing new business opportunities with strategic partners who can leverage Suki's powerful AI platform to enhance their own solutions and deliver significant value to their customers. What You Will Do Every Day Lead the charge in prospecting & growing our Suki Platform business by identifying and closing new logo opportunities. Build, cultivate, and leverage relationships within targeted accounts to drive and uncover new business opportunities in your region. Cultivate existing relationships while establishing new ones at the C-suite level and with key clinical/IT stakeholders. Work closely with Marketing & Sales Development on campaigns to target new potential partners Maintain an accurate account funnel and forecast in Salesforce. Act as a consultative partner, translating client needs and challenges into strategic solutions that align with Suki Platform capabilities. Demonstrate a strong technical and clinical acumen to engage in meaningful conversations with IT and clinical professionals Cross collaborate with Suki stakeholders such as product and customer success. What We Are Looking For in the "Perfect" Candidate Results-driven: You are focused on achieving goals with minimal supervision and processes, quickly assessing how to reach objectives and who can help Executive presence and consultative approach: You exude confidence and integrity, possess excellent listening skills, and can translate client needs into strategic alignments Strong Strategic Planning & Problem-Solving: Demonstrated ability in strategic planning, problem-solving, critical thinking, decision-making, and analytical skills Technical & Clinical Acumen: Necessary understanding to hold meaningful conversations with IT and clinical stakeholders. You should have a technical understanding of cloud services, EMR integration, and SaaS solutions User-centered: Obsessed with the customer experience, energized by talking to customers, and able to translate key consumer needs into business and product requirements with an innate understanding of user behavior Qualifications 10+ years selling complex Healthcare IT SaaS to Healthcare Executives in large Enterprise accounts and experience in selling Partnerships Demonstrated experience selling into Care/Case Management or Revenue Cycle Management/Payer organizations is highly preferred. Strong track record of meeting/exceeding sales targets Demonstrated ability to develop strategies to convert competitive accounts Exceptional communication, presentation, and conflict resolution skills Willingness to travel extensively (40%-60%) Familiar and adept with using Salesforce Bachelor's degree required (We don't necessarily expect to find a candidate that has done everything listed, but you should be able to make a credible case that you've done most of it and are ready for the challenge of adding some new things to your resume.) Why Join Suki? Impact: You'll make an impact from day one, joining a team working towards a shared purpose with a culture built upon deep empathy for doctors and a passion for making their lives better Great Team: Founded, managed, and backed by successful tech veterans from Google and Apple, and medical leaders from UCSF and Stanford. Technologists and doctors work side-by-side to solve complex problems Great Customers: Our solutions are used in health systems and clinics across the country, supporting clinicians across dozens of specialties Huge Market: Our vision is to become the voice user interface for healthcare, relieving the administrative burden on doctors instead of adding to it Innovation: We are continuously innovating, proving new features in Suki Assistant first, then exposing them via APIs for platform partners Suki is an Equal Opportunity Employer. We are dedicated to building a company that fosters inclusion and belonging and reflects the diverse communities we serve across the country. In compliance with the State of California Pay Transparency Law, the OTE salary range for this role is between $300,000 - $350,000 (OTE no cap) in CA. This range is not inclusive of any discretionary bonus or equity package. When determining a candidate’s compensation, we consider a number of factors including skillset, experience, job scope, and current market data. #LI-remote

• Develop and execute comprehensive GTM strategies for new product launches, feature updates, and major releases • Define the ideal customer profile (ICP), buyer personas, and use cases for the Locus platform • Conduct deep-dive competitive analysis against key industry players • Own the pricing and packaging strategy in collaboration with Product and Finance teams • Drive the creation of core marketing materials, including product pages, presentations, solution guides • Serve as the internal and external spokesperson for the Locus product portfolio • Partner with the Sales team to develop effective sales tools and enablement materials • Lead efforts to gather qualitative and quantitative market and customer insights

• Own the end-to-end execution of enterprise programs • Drive delivery execution using modern Agile practices • Manage cross-team dependencies to prevent blockers • Establish a strong operating rhythm • Produce clear, data-driven insights into delivery health • Serve as the coordination layer between client-facing teams and Engineering/Product • Lead stakeholder management across senior business and technical leaders • Support logistics transformation initiatives