Presales Lead

Department: Sales

Employment Type: Full Time

Location: Atlanta / Dallas / New York / Chicago (North America preferred; open to Europe for the right candidate)

Travel: 30–40%.

Reports to: Chief Revenue Officer

Description

We are looking for a leader to build and run our global PreSales 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.

Key Responsibilities

• Own the global PreSales function – a distributed team across North America, Europe, and India – and grow it over the next 12‑18 months.
• Lead discovery and diagnostics: business‑led discovery with supply chain, operations, and finance leaders, ahead of any product demonstration.
• Design solutions and deliver demonstrations that are business‑scenario‑native and built to the customer's own requirements.
• Develop POCs, benchmarks, and simulations, including the technical proof work that decides competitive bake‑offs.
• Manage RFP technical responses covering architecture, integration, security, and functional depth.
• Conduct value engineering: business‑case and TCO modelling alongside the commercial team.
• Provide field technical enablement: certification and reference architectures for our global Sales & PreSales organisation.
• Collaborate closely with the Industry Principal, who owns the transformation thesis and business case on strategic pursuits.
• Ensure the organisation owns the solution, the proof, and the technical credibility behind it.

Skills, Knowledge and Expertise

• Leading and building high‑performing teams; hiring to a raised bar while developing existing talent.
• Coaching that changes behaviour and scales the team.
• Building depth so that no pursuit depends on a single individual.
• Running diagnostic‑led motions and personally conducting business discovery conversations with senior leaders (e.g., Chief Supply Chain Officer or COO) to emerge with quantified value hypotheses, then teaching that skill to others.
• Specifying and driving reusable proof tooling with engineering, delivering on real dates.
• Turning objections into dated, concrete follow‑up artifacts.
• Operating as a GTM leader with honest technical risk forecasting, including recommending against a bid when appropriate.
• Defending win‑rate movement with evidence in leadership or board reviews.

Must‑Have Qualifications

• 12+ years in enterprise software, with 5+ years leading customer‑facing technical teams (PreSales, Solutions Consulting, Solution Architecture) across multiple geographies.
• Direct, hands‑on experience in supply chain, logistics, transportation, or a comparably operations‑critical enterprise category.
• A track record of seven‑figure enterprise deals where you personally shaped the technical win.
• Demonstrated asset building: playbooks, POC frameworks, demo environments, certification programmes, or ROI tooling.
• Experience leading a technical GTM team through a move up‑market—from transactional deals to enterprise transformation programmes.
• Comfort operating a distributed team across India, North America, and European time zones, with 30–40% travel.
• Strong written communication skills.

Preferred Experience

• Selling or evaluating AI and agentic capability into enterprise environments.
• Exposure to outcome‑based or gain‑share commercial constructs and the technical team requirements they entail.