Senior Business Development Manager - Grocery

Role overview

Responsibilities

• Identify, pursue, and close new retail opportunities across North America, primarily in general merchandise and specialty retail.
• Communicate the retail value proposition, including operational modernization, cloud-enabled platforms, and ecosystem flexibility.
• Develop go-to-market strategies and joint pursuits with third-party technology partners.
• Build executive relationships with retail decision-makers in technology, operations, and digital functions.
• Share market insights about retailer priorities, competition, and emerging technology trends.
• Collaborate with product, partner, services, and marketing teams to shape outcome-driven solutions.
• Own opportunities from prospecting and qualification through deal structure, negotiation, and close.
• Consistently exceed pipeline creation and revenue targets.

Required qualifications

• 8+ years of business development or enterprise sales experience in grocery retail technology, SaaS, services, or systems integration, serving Tier 1 or Tier 2 grocery retailers.
• Proven sales success in POS hardware or software, kiosks, self-checkout, mobile computing, electronic shelf labels, or broader retail technology solutions.
• Track record of net-new customer acquisition and strong understanding of retail operations, store systems, and digital transformation.
• Experience selling complex, multi-solution offerings, including partner-led or ecosystem-based solutions.
• Executive presence and ability to influence stakeholders and build relationships at senior levels.
• Ability to travel up to 50% across Canada and the United States, including for trade shows.

Preferred qualifications

• Comprehensive knowledge of grocery retail store technology is preferred; knowledge of Diebold Nixdorf products and services is a plus.
• High-quota sales success and consultative sales experience with complex solution design are preferred.
• Preferred skills include communication, presentation, strategic planning, problem-solving, critical thinking, and teamwork.
• Proficiency with Microsoft Office, especially Copilot, Excel, PowerPoint, Word, and Teams, is preferred.
• Salesforce.com experience for activity, pipeline, and forecast management is preferred.

Work arrangement

• The listing indicates a remote role; travel across Canada and the United States may reach 50%.