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Tutor Intelligence is an AI robotics company deploying intelligent autonomous mobile robots (AMRs) in manufacturing and logistics environments to automate case picking, palletizing, and order picking. The company helps businesses improve productivity and reduce costs through advanced automation.
You will own the full enterprise sales cycle for expansion into third-party logistics providers (3PLs), distributors, and brand-operated warehouses. This includes identifying opportunities, conducting discovery and site visits, delivering demonstrations, managing pilots and proofs-of-concept, developing business cases, negotiating terms, and closing contracts. Deal sizes range from $500,000 to $10M+, often involving complex buying organizations and multi-site deployments.
Key responsibilities include:
• Enterprise Sales: Own the complete pipeline from prospecting and qualification through discovery, demonstrations, pilots/POCs, negotiations, and contract execution. Manage pipeline, forecasts, and sales targets.
• Pipeline & Account Development: Generate opportunities through outreach, professional networks, industry events, inbound leads, and collaboration with Business Development Representatives. Develop relationships with decision-makers and identify multi-site expansion opportunities.
• Discovery & Business Cases: Assess customer operations, workflows, and site requirements. Partner with technical teams to validate solution fit and develop business cases demonstrating financial and operational value.
• Commercial Execution: Coordinate demonstrations and pilots, establish success criteria, develop proposals, negotiate terms, and drive deals to close.
• Cross-Functional Collaboration & Handoff: Work with product, engineering, and other Tutor teams to align customer needs and commercial commitments. After contract signing, lead the handoff to the Deployment team, which owns project management, site readiness, installation, testing, and go-live. Remain closely aligned with the customer and Deployment throughout implementation, introduce the Customer Success Manager, and support long-term account growth.
Success looks like building a strong pipeline and closing new enterprise business, developing strategic customer relationships and expanding opportunities across multiple sites, delivering compelling business cases and maintaining momentum throughout complex sales cycles, ensuring smooth transitions from signed contract through deployment and go-live, and building strong partnerships across Tutor's commercial, technical, and deployment teams.
REQUIREMENTS:
• 5+ years of enterprise or complex B2B sales experience with a track record of closing new business
• Experience selling into logistics, distribution, warehousing, manufacturing, automation, robotics, or enterprise technology
• Strong consultative selling, discovery, business-case development, negotiation, and closing skills
• Ability to engage senior decision-makers and translate operational challenges into compelling solutions
• Strong communication, commercial judgment, organization, and forecasting skills
• Experience managing enterprise deals worth $500,000 or more, including pilots and multi-site deployments
• Background selling to Fortune 1000 companies or working in a high-growth startup
