Enterprise Sales Head

FlytBase; Pune District; On-site; INR 4,000,000 - 7,000,000; Full time

Benefits offered by this job

International Travel

Public speaking opportunities

AI tools budget

Latest tech stack

Family Day

Health coverage

Unlimited leave

Flexible working hours

Great team

Job summary

FlytBase is seeking a senior Enterprise Seller to lead the growth of our Physical AI platform from discovery to contract, closing strategic deals with Fortune 500-like buyers. You will own the regional strategy, drive long multi-month sales cycles, and influence product and go-to-market decisions.

You will work onsite in Pune, travel internationally as needed, and build an autonomous sales engine with AI-enabled tools to accelerate outcomes.

Qualifications

• 8-15 years in enterprise B2B sales with track record of closing large deals.
• Experience navigating multi-stakeholder procurement, legal, and security processes.

Responsibilities

• Own end-to-end enterprise sales cycle from prospecting to closure.
• Build and manage a strategic pipeline across geographies.
• Partner with Product, Marketing, and Legal to close multi-million deals.

Skills

Enterprise sales

Negotiation

Relationship management

Job description

Lead the expansion of FlytBase's Physical AI platform by owning enterprise growth across global regions, closing strategic multi-million-dollar deals, building partner ecosystems, and driving the adoption of autonomous operations at scale.

Business Development

Pune, India (Onsite)

Full-time

8-15 years

What We Do

FlytBase is the global category leader in Physical AI for Large sites. FlytBase’s drone autonomy platform powers mission-critical operations across 300+ enterprise sites in 40+ countries. Our customers include Fortune 500 leaders such as Shell, CSX, UK Police, Airbus, Anglo American, Dole, and Statnett.FlytBase has its presence in 70+ countries with offices in the US and Pune, India. FlytBase is building the nervous system for large industrial sites. We operate at AI speed - autonomy and intelligence at our core. Our lean team thrives in a high-agency, high-velocity environment where AI is not a side project; it is the operating system for how we think, build, and grow.

The Role

You'll own FlytBase's enterprise sales engine — from first conversation to signed contract. You're not managing a team of AEs. You are the closer. You'll lead strategic deals with Fortune 500 companies exploring autonomous drone operations at scale, navigating 9-18 month sales cycles involving procurement, legal, IT, security, operations, and the C-suite. This is high-stakes enterprise selling where a single deal can shape a quarter and a strategic account can define a year. You'll build the pipeline, run the plays, and close the deals. You'll also shape how FlytBase shows up in enterprise buyer conversations — influencing messaging, refining our commercial approach, and feeding market intelligence back into Product and Marketing. You won't have a playbook handed to you. You'll write it as you go, leveraging AI tools to scale your reach, automate low-leverage work, and move faster than traditional enterprise sellers.

What You'll Own

Strategic Pipeline Development:

• Build, manage, and expand a healthy pipeline of high-value enterprise opportunities across target geographies and industries.
• Own the commercial success of an assigned region by developing account strategies and identifying pathways to long-term revenue growth.
• Consistently achieve and exceed ambitious revenue targets.

End-to-End Enterprise Sales Execution:

• Lead the complete enterprise sales cycle, from prospecting and qualification to discovery, solution alignment, demonstrations, proof-of-concepts (POCs), pricing discussions, and final closure.
• Navigate long and complex buying cycles involving multiple stakeholders and cross-functional decision-makers.
• Drive momentum throughout the sales process while maintaining strong forecasting discipline.

Multi-Million Dollar Deal Ownership:

• Own the execution and closure of large, strategic opportunities involving multi-million-dollar, multi-year, and multi-site deployments.
• Structure commercial proposals that align customer needs with FlytBase's long-term business objectives.
• Identify expansion opportunities that convert initial wins into broader enterprise partnerships.

Commercial and Contract Leadership:

• Lead commercial negotiations involving procurement, legal, compliance, and executive stakeholders.
• Partner with internal teams to negotiate and finalize enterprise agreements, including MSAs, SOWs, DPAs, SLAs, and other commercial documents.
• Demonstrate sound judgment in balancing customer requirements, business impact, and contractual risk.

Executive Relationship Management:

• Build credibility and trust with senior leaders across Operations, Innovation, IT, Security, Procurement, and the C-suite.
• Position FlytBase as a strategic partner capable of driving meaningful operational transformation.
• Act as the executive sponsor for strategic accounts throughout the customer lifecycle.

Partner Ecosystem Development:

• Develop and strengthen relationships with strategic partners, channel partners, and system integrators to accelerate regional growth.
• Identify opportunities to leverage partner networks to expand market reach and generate enterprise opportunities.
• Collaborate with partners to create mutually beneficial go-to-market initiatives.

Cross-Functional Collaboration:

• Work closely with Product and Customer Success teams to ensure successful customer outcomes and smooth transitions from sale to deployment.
• Partner with Marketing to refine messaging, strengthen positioning, and improve conversion across the funnel.
• Share market intelligence and customer insights to influence product direction and go-to-market strategy.

Market Leadership and Category Evangelism:

• Represent FlytBase at industry events, executive forums, conferences, and customer engagements.
• Strengthen FlytBase's position as a leader in autonomous operations and Physical AI.
• Educate customers and stakeholders on emerging trends and opportunities within the industry.

Team Leadership and Enablement:

• Mentor and support Business Development and Partner teams to improve execution quality and regional performance.
• Share best practices and contribute to building scalable enterprise sales processes.
• Foster a culture of ownership, collaboration, and continuous improvement.

AI-Driven Sales Excellence:

• Leverage AI tools and modern sales technologies to improve productivity, forecasting accuracy, customer engagement, and decision-making.
• Continuously optimize workflows and identify opportunities to scale sales effectiveness through automation and data.

Best Suited For

• 8-15 years in enterprise B2B sales with a track record of closing $500K+ deals and consistently exceeding quota
• Deep experience navigating complex, multi-stakeholder sales cycles involving procurement, legal, security, and executive sign-off
• Proven ability to build and manage a strategic pipeline in emerging or non-obvious categories — you've sold something that required education, not just competitive positioning
• Strong commercial instincts — you know how to structure deals, negotiate terms, and protect margin without killing momentum
• Executive presence and communication — you've earned credibility with C-suite buyers and can hold your own in boardroom conversations
• Ownership mentality — you've operated with autonomy, built processes from scratch, and thrived without a layer of management above you
• AI fluency — you're already using AI tools (ChatGPT, Clay, Apollo, etc.) to scale outreach, research accounts, and automate low-value work
• Experience in SaaS, hardware-enabled software, or emerging tech is a strong plus — bonus if you've sold into industrial, energy, or infrastructure markets

What Makes You a Flyter

• Closer, not coordinator: You don't pass deals to someone else to finish. You own the outcome and do what it takes to get ink on paper.
• Comfortable with ambiguity: You've operated in environments where the playbook didn't exist yet — and you've thrived because of it, not despite it.
• High trust, high candor: You give leadership unfiltered pipeline updates. No sandbagging, no sugar-coating. You call your own deals honestly.
• Velocity over perfection: You'd rather send a solid proposal today than a flawless one next week. Speed compounds in enterprise sales.
• Curiosity-driven: You ask better questions than your competitors. You genuinely want to understand how a customer's operations work and where autonomy creates value.
• Builder mindset: You see gaps in process, messaging, or tools — and you fix them instead of waiting for someone else to notice.

What We Don't Want

• Transactional sellers who optimize for activity metrics instead of pipeline quality and deal velocity
• People who need a fully baked playbook, enablement team, and layers of support to operate — this role requires building as you sell
• Reps who treat AI tools as optional or resist changing how they work — we expect you to leverage technology to move faster
• Sellers who avoid difficult conversations, over-promise to close deals, or leave Customer Success to clean up misaligned expectations
• Anyone who sees this as a stepping stone to managing a team — we need someone who wants to be in the deals, not above them
• Candidates who need constant validation or can't handle the pressure of long sales cycles and unpredictable close timing

Why FlytBase?

• H3 Philosophy: We're building a company that's Happy, Healthy, AND High-Performing. Not as a balance—As a harmony. We move fast without burning out.
• Radical Ownership: You won't need permission to experiment, build, or lead. If you see a problem, you own the solution.
• Mazaa Aayega: Our internal motto. Yes, the work is intense. But it's also deeply meaningful and genuinely fun.
• Systems That Scale: We don't celebrate one-off heroics. We build compounding systems that create leverage.
• In-Person Energy: We work from our Pune office because proximity accelerates everything—ideas, feedback, trust, and impact, but travel globally for customer meetings, tradeshows, and deployments.

The Perks

• High agency team and sense of purpose
• International Travel—we travel to all 6 continents (sorry, no business in Antarctica yet)
• Thought leadership & public speaking opportunities at online & physical events
• No-cap budget for AI tools, courses, or experiments
• Latest tech stack and tools—whatever helps you move faster
• Family Day—Once a year, we transform our office to showcase our work to the people who matter most
• Top-tier health coverage for you
• Unlimited leave policy & flexible working hours (no punch-in/out)
• A damn good team to work with

Who You'll Work With

You'll report to the CEO and work closely with the Product and Customer Success teams to ensure seamless handoffs and long-term account success. You'll also collaborate with Marketing to refine messaging and improve enterprise conversion, and with Legal/Finance on complex contract negotiations.