Senior Account Executive (Enterprise)
FlytBase
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Benefits offered by this job
Job summary
FlytBase, a global leader in Physical AI, seeks a senior commercial leader in Pune to own the full regional revenue picture, closing direct enterprise deals and managing channel partnerships. You will lead multi-stakeholder sales cycles across energy, mining, utilities, and infrastructure, coaching AEs and BDRs, while shaping product and marketing strategy with market intelligence.
Travel internationally for client meetings and events as needed; this builder role emphasizes ownership and
Qualifications
- 3–7 years of experience closing complex B2B enterprise software deals with consistent quota.
- Experience selling into large enterprises across Oil & Gas, Mining, Utilities, Ports, Public Safety, Government, or Critical Infrastructure.
- Demonstrated experience managing long, multi-stakeholder enterprise sales cycles involving operations, IT, procurement, security, and executive leadership.
- Experience selling software solutions globally from India, working across North America, Europe, APAC, Middle East, and multiple time zones.
- Strong consultative selling approach with the ability to translate complex technical platforms into measurable business outcomes for enterprise buyers.
- AI-native approach to enterprise selling: using AI for account research, proposal development, opportunity strategy, and sales workflow automation.
- Technical product selling experience with enterprise SaaS, robotics, drones, IoT, industrial software, or adjacent technologies.
- Builder mentality: comfortable creating opportunities, developing strategic accounts, and expanding enterprise relationships in emerging markets.
- Experience with drones, robotics, AI, industrial automation, or IoT is a strong advantage, but not required.
Responsibilities
- Own full revenue accountability for your region—direct enterprise and partner-sourced deals.
- Lead complex, multi-stakeholder sales cycles with critical infrastructure operators across energy, mining, and industrial sites.
- Build and manage a channel partner ecosystem: VARs, drone service providers, and system integrators.
- Coach AEs and BDRs, run deal reviews, set commercial execution standards.
- Provide market intelligence that directly shapes product roadmap, marketing campaigns, and company strategy.
- Travel to refineries, pipelines, solar farms, mining operations, and industry events.
- Plan territories, craft account strategies, and sustain forecasting discipline.
- Design solutions and position FlytBase’s products for deployments at Fortune 500 industrial sites.
Skills
Job description
Own a global enterprise revenue charter—closing multimillion-dollar deals, building partner ecosystems, and shaping how Fortune 500 industrials adopt autonomous “Physical AI,” with direct impact on market creation and scale.
Business Development
Pune, India (Onsite)
Full-time
3-7 years
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.
Industrial sites are going autonomous. Fortune 2000 operations directors, CTOs, and site managers are making the biggest technology bets of their careers - and you'll be the person they bet on. FlytBase sells Physical AI: autonomous systems that detect failures in real-time, inspect critical infrastructure around the clock, and act before problems cascade.Your buyers are energy companies, mining firms, and infrastructure operators making their first investment in autonomous site intelligence. As FlytBase's senior commercial leader in your region, you own the full revenue picture: direct enterprise deals, the channel partner ecosystem, and the team around you.This isn't account management. This is building a market. You don't inherit pipeline - you build the commercial systems that create it. Within 24 hours of engagement, you have a custom proposal ready to present. AI handles the first draft; you own the strategy and conviction.
- Full revenue accountability for your region—direct enterprise and partner-sourced deals
- Complex, multi-stakeholder sales cycles with critical infrastructure operators across energy, mining, and industrial sites
- Channel partner ecosystem: VARs, drone service providers, and system integrators who sell FlytBase independently
- Team leadership: coaching AEs and BDRs, running deal reviews, setting commercial execution standards
- Market intelligence that directly shapes product roadmap, marketing campaigns, and company strategy
- Customer and partner travel to refineries, pipelines, solar farms, mining operations, and industry events
- Territory planning, account strategies, and forecasting discipline—the systems that compound quarter over quarter
- Solution design and commercial positioning for Physical AI deployments at Fortune 500 industrial sites
- 3–7 years of experience closing complex B2B enterprise software deals with consistent quota overachievement
- Proven track record of selling into large enterprises across industries such as Oil & Gas, Mining, Utilities, Ports, Public Safety, Government, or Critical Infrastructure
- Demonstrated experience managing long, multi-stakeholder enterprise sales cycles involving operations, IT, procurement, security, and executive leadership
- Experience selling software solutions globally from India, working across North America, Europe, APAC, Middle East, and multiple time zones
- Strong consultative selling approach with the ability to translate complex technical platforms into measurable business outcomes for enterprise buyers
- AI-native approach to enterprise selling: using AI for account research, proposal development, opportunity strategy, and sales workflow automation
- Technical product selling experience with enterprise SaaS, robotics, drones, IoT, industrial software, or adjacent technologies
- Builder mentality: comfortable creating opportunities, developing strategic accounts, and expanding enterprise relationships in emerging markets
- Experience with drones, robotics, AI, industrial automation, or IoT is a strong advantage, but not required
- Full ownership without handholding: You don't wait for warm leads or defined playbooks - you build the commercial systems that create pipeline
- Builder over inheritor: You've created something from scratch and can articulate exactly how you built it
- AI acceleration mindset: You don't just use AI for emails - you reshape how enterprise selling works with agentic workflows
- Technical depth without complexity: You can explain why autonomous inspection changes ROI for a $2B energy company in terms they actually care about
- International stamina: You sell across six time zones and travel to industrial sites worldwide without missing a beat
- Pipeline padders who celebrate activity over impact - meetings scheduled, emails sent, calls logged
- Relationship managers who avoid technical depth and can't explain how Physical AI actually works
- Reps who wait for the 'right' playbook, warm leads, or support teams to carry their deals
- Anyone who says 'that's not my job' when market intelligence, partner enablement, or team coaching comes up
- Order takers who need defined processes before they can move - this role is about building the processes
- 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.
- 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
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