Enterprise Sales Director

Job description

Tutor Intelligence is an AI robotics company deploying intelligent robotic systems in manufacturing and logistics environments. Our autonomous mobile robots (AMRs) automate case picking, palletizing, and each picking to help businesses improve productivity and reduce costs. We’re looking for a driven Enterprise Sales Director to expand Tutor’s footprint across third-party logistics providers (3PLs), distributors, and brand-operated warehouses. ### The Role You’ll own the full sales cycle, from identifying opportunities through discovery, site visits, demonstrations, pilots, business-case development, negotiations, and signed contracts. You’ll build strategic customer relationships and develop new business through your network, trade shows, industry conferences, inbound leads, and collaboration with Business Development Representatives (BDRs). Opportunities may range from $500,000 to $10M+ in potential contract value, involving complex buying organizations and multi-site deployments. Success requires understanding customer operations, demonstrating business value, setting realistic expectations, and working collaboratively across Tutor to turn opportunities into successful deployments. ### Core Responsibilities - Enterprise Sales: Own opportunities 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 BDR partnerships. 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 that demonstrate 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 Deployment, which owns project management, site readiness, installation, site acceptance 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. ### What you'll Bring - 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. - A proactive, collaborative approach and willingness to travel for customer meetings, site visits, demonstrations, and industry events. Preferred Experience - Selling robotics, warehouse automation, industrial hardware, or AI solutions. - Managing enterprise deals worth $500,000 or more, including pilots and multi-site deployments. - Selling to Fortune 1000 companies or working in a high-growth startup. ### What Success Looks Like - Build a strong pipeline and close new enterprise business. - Develop strategic customer relationships and expand opportunities across multiple sites. - Deliver compelling business cases and maintain momentum throughout complex sales cycles. - Ensure a smooth transition from signed contract through deployment and go-live. - Build strong partnerships across Tutor’s commercial, technical, and deployment teams.