Robotiq

• The AME Sales Director is responsible for driving sustainable and profitable revenue growth across the Americas region while ensuring consistent execution of Robotiq’s sales strategy • Oversee Regional Sales Managers (6) across the Americas and balance direct sales, channel partner development, and application based solution growth • Act as the strategic bridge between global leadership and the regional field organization • Define and execute the Americas sales strategy aligned with global sales objectives • Translate global growth priorities into territory level execution plans • Balance and optimize direct end user engagement, channel partner development, and key account expansion • Lead the commercial adoption of Robotiq’s application sales strategy • Own the regional sales forecast and ensure disciplined CRM usage and pipeline management • Analyze sales performance data to identify growth opportunities and risks • Reinforce sales processes and CRM standards across the region • Collaborate with the Director of Strategic Partnerships to align partner strategy and regional execution

Robotiq, a Canadian-founded company, are the humans behind the robots: a team of enthusiasts who work as ONE Team, care for customers' and employees’ success, and innovate relentlessly. We build easy-to-deploy collaborative robot (or cobot) solutions to automate manual tasks. Our mission: free human hands from repetitive tasks by enabling manufacturing companies to solve their labor challenges, and workers to grow and have more fulfilling jobs. Our Global Sales Team is currently looking for a Americas Sales Director to drive our continued growth across the United States, Canada, and LATAM. This person will lead the regional sales organization and work closely with the Vice-President of Global Sales and cross-functional teams to translate Robotiq’s global strategy into regional success. ABOUT THE POSITION : The AME Sales Director is responsible for driving sustainable and profitable revenue growth across the Americas region while ensuring consistent execution of Robotiq’s sales strategy. This leadership role oversees Regional Sales Managers (6) across the Americas and balances direct sales, channel partner development, and application based solution growth. You will act as the strategic bridge between global leadership and the regional field organization, translating strategic priorities into actionable regional plans. If you thrive on building high-performing teams, executing structured sales strategies, and contributing to the international expansion of a robotics company, this role is for you. Success in this role will primarily be measured by: - Revenue growth and quota attainment across the Americas - Forecast accuracy and overall pipeline health - Regional team performance and leadership development - Growth of turnkey application sales and services - Channel partner performance and alignment MAIN RESPONSIBILITIES : Regional Sales Strategy and Execution: - Define and execute the Americas sales strategy aligned with global sales objectives - Translate global growth priorities into territory level execution plans - Balance and optimize direct end user engagement, channel partner development, and key account expansion - Lead the commercial adoption of Robotiq’s application sales strategy - Own the regional sales forecast and ensure disciplined CRM usage and pipeline management - Analyze sales performance data to identify growth opportunities and risks - Reinforce sales processes and CRM standards across the region Team Leadership and Development: - Define and execute the Americas sales strategy aligned with global sales objectives - Translate global growth priorities into territory level execution plans - Balance and optimize direct end user engagement, channel partner development, and key account expansion - Lead the commercial adoption of Robotiq’s application sales strategy - Own the regional sales forecast and ensure disciplined CRM usage and pipeline management - Analyze sales performance data to identify growth opportunities and risks - Reinforce sales processes and CRM standards across the region Channel and Key Account Oversight: - Collaborate with the Director of Strategic Partnerships to align partner strategy and regional execution - Ensure structured management of distributor and integrator networks across the Americas - Support joint business planning with strategic partners - Oversee key accounts including multi site or cross border customers - Resolve channel conflicts and support long term partner success Cross Functional Collaboration: Work closely with: - Marketing to align demand generation and regional campaigns - Product and Engineering to provide structured market feedback - Operations and Installation teams to ensure customer success and repeat business - Finance to maintain reliable forecasting and budget alignment Act as the voice of the Americas market within the global sales leadership team. Market and Competitive Intelligence: - Maintain strong understanding of automation and robotics trends in the Americas - Monitor competitor positioning and pricing strategies - Identify emerging vertical markets and geographic growth opportunities - Recommend adjustments to territory design when needed CANDIDATE PROFILE : - Bachelor’s degree in Engineering, Business or related field (MBA considered an asset); - 8+ years of experience in B2B technical sales, including experience in automation, robotics, industrial equipment or manufacturing technology; - Minimum 5 years of experience leading and developing sales teams across multiple territories; - Demonstrated experience managing both direct sales and channel partner networks (distributors and integrators); - Proven track record of exceeding regional revenue targets and driving sustainable sales growth; - Strong leadership capabilities with experience coaching sales managers and developing high performing teams; - Advanced sales management skills including forecasting, pipeline governance and CRM discipline (HubSpot preferred); - Strong business and financial acumen with the ability to translate strategy into structured execution plans; - Excellent communication and executive presence with the ability to influence cross functional teams and key stakeholders; - Languages : English complete professional proficiency. Additional languages considered an asset; - Available for travel up to 60% of the time within the Americas region, with occasional travel to Canada for team meetings; - Located within the Americas region near a major airport hub. WHY JOINING FORCES WITH THE ROBOTIQ TEAM? Robotiq shines with its human-centered culture, transparent communications, the sharing of information and expertise as well as the strong spirit of collaboration that is felt throughout the company! What sets Robotiq apart even more : - A noble and inspiring mission: to free human hands from repetitive tasks; - Stimulating challenges within a high-tech organization; - Flexible working hours and Holidays (according to local regulations), both for vacations and time management, for a true work/life balance; - Corporate philosophy based on collaboration and transparency of communications; - Management based on autonomy and sharing of experiences; - Challenges of robotics, innovation and international growth; - Collaborative and technological work environment; - Standard health benefits and many more. Location United States (Remote) Department AME Sales Employment Type Full-Time Minimum Experience Senior Manager/Supervisor

• Develop and execute the Western U.S. sales strategy, balancing indirect business and channel activities • Maintain accurate CRM and new customer acquisition plans, collaborate across commercial teams like Business Development and engineering to drive new revenue growth • Drive opportunities from first contact to repeat sales through consistent follow-ups, and generate new projects to ensure continuous growth against regional targets • Develop and manage distributor partners by recruiting, training, and supporting their sales teams • Build joint sales plans, set objectives and Quarterly Business Reviews • Coach partners to become autonomous, conduct funnel reviews, and provide ongoing training so their teams can effectively sell and support our solutions • Strengthen Robotiq’s presence and focus within each partner organization • Manage key accounts, ensuring customer satisfaction, upsell, and long-term partnerships • Identify decision makers within accounts who hold specific authority for our products on a regional or global basis • Develop strong relationships with decision makers and influencers at these accounts • Prospect, pitch, and close turnkey palletizing projects from scoping and proposal through delivery and on-site integration • Travel extensively to customer sites (manufacturing plants) and channel partners to conduct presentations, demonstrations and evaluations • Collaborate with Engineering, Product, and Marketing teams to align solutions with customer needs and market trends • Gather competitive intelligence and customer feedback to shape market strategy and product roadmap • Use CRM rigorously to manage pipeline, track opportunities and deliver reliable forecasts

• Prospect, qualify, and recruit net-new packaging distributors and packaging line system integrators. • Tailor the commercial pitch to the partner profile: For Distributors: Emphasize ease of deployment, try-before-you-buy models, and fully assembled turnkey systems. • For Packaging SIs: Position our standardized palletizers as a way to eliminate custom engineering risk, allowing them to focus on the broader line integration and win larger projects. • Identify coverage gaps across geographies and target industries to build a robust recruitment pipeline. • Negotiate and finalize commercial distribution agreements and initial onboarding commitments. • Oversee the rapid onboarding of new partners, ensuring they reach commercial readiness within 90 days. • Train partner sales teams on how to leverage our automated pre-sales and qualification software to independently identify and quote standard palletizing opportunities. • Actively co-sell and support the partner’s early-stage opportunities to secure their critical first and second unit sales. • Facilitate the placement of demo units or showroom equipment to accelerate partner independence. • Ensure a structured, frictionless handoff of activated, revenue-generating partners to the Regional / Channel Sales Managers for ongoing account management and volume scaling. • Maintain rigorous tracking of the recruitment funnel, conversion rates, and early-stage pipeline in the CRM (HubSpot). • Provide field feedback to the Product and Partner Program teams regarding barriers to entry, pricing, or competitive dynamics in the packaging equipment space.

• Own the performance, results, and operating rhythm of the BDR team across regions and time zones • Define and enforce lead qualification standards, routing rules, and CRM best practices • Convert revenue and pipeline objectives into clear BDR priorities, targets, and execution plans • Collaborate with Marketing to optimize follow-up on Robotiq-sourced demand and provide feedback on lead quality • Monitor performance dashboards and funnel metrics to identify gaps and drive continuous improvement • Maintain healthy backlog and capacity management across the BD team.

• Develop and execute Robotiq’s Physical AI business development strategy across the AME region • Identify, prioritize, and develop relationships with high-potential organizations in AI, robotics, simulation, and humanoid robotics • Generate, qualify, and advance strategic opportunities within targeted accounts • Understand customer development environments and identify how Robotiq solutions can support robotic manipulation, experimentation, data quality, flexibility, and deployment • Engage technical and business stakeholders through consultative and value-driven conversations • Maintain strong CRM discipline, opportunity documentation, and forecast visibility • Work cross-functionally with marketing, applications, product management, and leadership to strengthen Robotiq’s positioning within the Physical AI ecosystem • Contribute market insights, customer feedback, and competitive intelligence to help refine Robotiq’s strategy and targeting approach • Represent Robotiq within key technical and innovation communities through events, partnerships, and ecosystem engagement