Description:

FlytBase is an AI-native company building the physical AI layer for the sky. Its platform powers fully autonomous drone-in-a-box operations across energy, utilities, security, and infrastructure sites worldwideintegrating drones, docks, edge AI, and enterprise workflows into one intelligent system.

Headquartered in California with a fast-moving engineering base in Pune, FlytBase is redefining how the physical world is monitored and managed. The company operates at AI speed, with autonomy and intelligence at its core.

At FlytBase, teams work in a high-agency, high-velocity environment where AI isnt a side projectits the operating system for how they think, build, and grow. With 300+ global deployments and 50+ partners in our ecosystem, FlytBase is powering the shift from human-operated to self-driven skies.

Our platform transforms off-the-shelf drones into intelligent systems that sync effortlessly with enterprise infrastructure.

The Role:

Were looking for entrepreneurial leaders who can open new markets, lead enterprise deals, and scale our Physical AI platform across geographies.

As an Enterprise Sales Head, youll take full-stack ownership of one major global regionNorth America, Latin America, Europe, or Asia-Pacificbased on your experience and profile fit. You wont inherit a territory. Youll build one.

This isnt about selling software.

Its about shaping how entire industriesenergy, mining, utilities, rail, and infrastructureadopt autonomy and AI at scale.

Youll be responsible for defining regional GTM systems, building compounding growth loops, and representing FlytBase in high-stakes enterprise environments worldwide.

What You'll Own:

- Build the GTM Flywheel: Design and execute regional strategies that compound over timecreating systems that outlive you, not just quarterly targets.

- Enterprise Deal Orchestration: Lead complex, multi-stakeholder negotiations with global industrial enterprisesenergy majors, rail operators, utilities, and infrastructure leaders. Think multi-year, multi-site ARR contracts.

- Partner Ecosystem Acceleration: Architect programs that transform channel partners into regional market-makersenable, empower, and scale them across your territory.

- Market Intelligence Loop: Youre not just closing dealsyoure sensing the market. Your insights will directly shape product roadmap and global strategy.

- Full-Stack Ownership: At FlytBase, BD doesnt stop at the signature. Youll work across Product, Engineering, and Customer Success to ensure that promises become performance.

- Category Evangelism: Evangelize the Physical AI category through thought leadership, public speaking, and storytelling that educates markets and attracts top-tier partners.

- Regional Leadership: Build, mentor, and lead a team of high-performing Business Development Associates and Partner Managers to scale your region with velocity and alignment.

Best Suited For:

- 3-5+ years in Enterprise B2B SaaS or Industrial Technology Business Development.

- Proven experience operating across multiple global regions (US/EU/APAC/LATAM).

- Track record of owning end-to-end enterprise GTMfrom outbound and demos to POCs, pricing, and closures.

- Technically fluentyou can talk APIs, cloud architecture, and AI platforms with CTOs.

- Youve built systemssales stacks, playbooks, partner programsnot just followed them.

- AI-native mindset: You use AI daily to prospect, research, and run sales operations.

- Comfortable with autonomy and ambiguityyou dont wait for instructions to act.

- Exceptional communicatoryou can simplify complex value propositions for executives, engineers, and operators alike.

- Deep curiosity about technology, autonomy, and the future of industrial operations.

What Makes You a Flyter:

- High trust, high candour: You give sharp feedback and take it without flinching. You say the hard thing early because you care.

- Ownership without oversight: We won't micromanage your pipeline. We expect you to own outcomes, not just activities.

- Velocity over perfection: You'd rather ship a messy experiment today than a perfect plan next quarter.

- Full-stack execution: When needed, you'll build your own tools, write product specs, or jump into customer deployments. Job descriptions are starting points, not boundaries.

- Joy in complexity: Enterprise software sales can be brutal. But you find mazaa (fun) in navigating chaos and creating clarity.

What We Don't Want:

- "Relationship managers" who avoid technical depth.

- Pipeline padders who celebrate activity over impact.

- Process followers waiting for the "right" playbook.

- Anyone who says "that's not my job".

- People who confuse long hours with dedication.

Why FlytBase?:

- H3 Philosophy: We're building a company that's Happy, Healthy, AND High-Performing. Not as a balanceas 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 everythingideas, feedback, trust, and impact, but travel globally for customer meetings, tradeshows, and deployments.

The Perks:

- International Travel we travel to all 6 continents (sorry, no business in Antarctica yet).

- High agency team and sense of purpose.

- Thought leadership & public speaking opportunities at online & physical events.

- No-cap budget for AI tools, courses, or experiments.

- Latest tech stack and toolswhatever 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.

- ESOPs Own a piece of the future you're building.

- Unlimited leave policy & flexible working hours (no punch-in/out).

Who You'll Work With:

- Achal Negi Director of Business Development & Leadership Team at FlytBase. A FlytBase-grown business leader with 10+ years of experience driving growth in B2B software and industrial technology. Achal is an engineer at heart and has built FlytBase business teams from the ground up, established channel partnerships across global markets, and consistently grown FlytBase over the past decade. He brings deep expertise in complex enterprise deals and will be your strategic partner in scaling FlytBase's commercial engine. LinkedIn: https://www.linkedin.com/in/achalnegi/.

- Nitin Gupta Founder & CEO. A visionary technologist and serial entrepreneur who's been building autonomous systems for over 25+ years. Nitin founded FlytBase on the belief that you should only work on the things that you love and have a lot of fun working on it. With a background in robotics and AI, he's led the company through multiple pivots and growth phases, always staying true to the mission of making physical operations smarter and safer. LinkedIn: https://www.linkedin.com/in/nitin7gupta/.

- Product Leadership Team You'll collaborate closely with our Product Director & Managers who translate customer insights into breakthrough features. They're technical leaders who've built enterprise-grade platforms and understand the nuances of industrial customer requirements.

- Solutions Engineering Team Work with our Solutions Engineers who combine deep technical knowledge with customer-facing expertise. They'll help you design custom demos, validate technical requirements, and ensure seamless proof-of-concept deployments.

- Marketing Leadership Partner with our Marketing leads to create compelling campaigns, thought leadership content, and market positioning that resonates with enterprise buyers. They're data-driven marketers who understand both technical audiences and executive stakeholders.

Ready to Fly?:

If you've read this far and feel a jolt of excitement, not just interest, then we should talk. Click on the Job Application and fill out the form to apply. Also, if you are really excited and jumping off your chair, shoot a 3 min video resume covering:

- Why this role, why now, why FlytBase?

- Your proudest "I built this from scratch" story.

- One unconventional idea for selling autonomous operations software to enterprises.