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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, helping businesses improve productivity and reduce costs.
You will own the full enterprise sales cycle for expansion into third-party logistics providers (3PLs), distributors, and brand-operated warehouses. This includes prospecting and qualification through discovery, site visits, demonstrations, pilots and proofs-of-concept, business-case development, negotiations, and contract execution. Opportunities range from $500,000 to $10M+ in potential contract value, often involving complex buying organizations and multi-site deployments.
Key responsibilities include:
• Enterprise Sales: Own pipeline management, forecasts, and sales targets from initial opportunity identification through contract close.
• Pipeline & Account Development: Generate opportunities through 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 with commercial commitments. After contract signing, lead 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 means building a strong pipeline, closing new enterprise business, developing strategic customer relationships, expanding opportunities across multiple sites, delivering compelling business cases, maintaining momentum through complex sales cycles, ensuring smooth transitions from 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
