FlytBase - Business Development Lead (4-7 yrs)

Business Development Lead

Build the Future of Autonomous Sites with Physical AI.

What We Do:

FlytBase is a Physical AI software platform that powers autonomous drones and robots globally.

Our cloud, edge, and on-premise solutions enable drones and robots to operate 24/7 at oil refineries, solar farms, rail yards, and industrial sites detecting threats, predicting failures, and keeping operations running.

FlytBase intelligent platform helps orchestrate fleets of third-party drones & robots, correlating data from multiple sensors and systems, and using AI to predict problems before they happen.

Fortune 500 companies & other large enterprises like Oxy (Oil & Gas), CSX (Rail-roads), Anglo-American (Mining), Statnett (Utilities), Dole (Plantation), Asheville North Carolina Police Department (Public Safety), Discovery Land (Real-estate), Xcel Energy (Solar) are leveraging FlytBase globally to run autonomous operations on their industrial sites.

We've deployed our software at 300+ sites globally and have the largest 50+ channel partner & drone system integrator network in the world.

Our platform removes human operators from the equation, transforming off-the-shelf drones into intelligent agents that work with existing infrastructure.

FlytBase has partnered with other leading enterprise solutions with ESRI, DJI, Genetec, Milestone, Pix4D, DroneDeploy, Strayos, and more to create a unified operational brain for physical sites.

FlytBase is reimagining how the physical world is monitored and managed through software.

Were looking for a Business Development Lead to take full ownership of growth in a defined geography working directly with Associates, Solution Engineers, and Partners to close deals and scale regional GTM operations.

This is not a follow-the-playbook role.

Its a build-your-own-revenue-engine role.

You'll lead from the front owning client conversations, defining outreach strategy, and turning pipeline into ARR.

What You'll Own (Not Just Do):

- Build the GTM Flywheel: Design and execute strategies that compound not just hit quarterly numbers.

- Create systems that outlive your tenure.

- Partner Ecosystem Acceleration: Our 50+ global partners need more than training they need transformation.

- You'll architect programs that turn channel partners into market makers.

- Enterprise Deal Orchestration: Navigate complex, multi-stakeholder deals with energy giants, industrial conglomerates, and critical infrastructure operators.

- Think 7-8 figure ARR contracts that reshape how industries operate.

- Market Intelligence Loop: You're not just closing deals you're our eyes and ears.

- Your field insights will directly shape product roadmap and company strategy.

- Full-Stack Ownership: At FlytBase, BD doesn't stop at the contract.

- You'll work with product, engineering, and customer success to ensure promises become reality.

- Category Evangelism: Help the market understand why autonomous site intelligence software isn't optional it's inevitable.

- Speak at conferences, create thought leadership, shape industry narratives.

- Own the P&L, Account Receivables, ARR & Growth: Take complete ownership of revenue metrics, cash flow management, and growth targets.

- You're not just selling you're running a business unit.

- Lead a Team of Business Development Lead and Associates: Build, mentor, and scale a high-performing BD team.

- You'll hire, train, and develop the next generation of Flyters who can carry our mission forward.

Who You Are:

- 4 to 7 years of experience in enterprise B2B sales ideally in SaaS, robotics, industrial tech, or cloud platforms.

- Proven success closing complex B2B deals (67 figure ACVs) in manufacturing, energy, security, or infrastructure sectors.

- Comfortable building GTM systems: you've worked in high-agency teams and created structure where none existed.

- Strong communicator with clarity, empathy, and business storytelling skills can simplify technical concepts for CXOs.

- AI-native mindset: You use AI to prototype workflows, analyze accounts, and scale outreach not just to write emails.

- Regional insight: Familiarity with market nuances, customer behavior, and partner ecosystems in your region is a plus.

What Makes You a Flyter:

- Ownership without oversight: We won't micromanage your pipeline.

- We expect you to own outcomes, not just activities.

- High trust, high candor: You give sharp feedback and take it without flinching.

- You say the hard thing early because you care.

- 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.

- Pipeline padders who celebrate activity over impact.

- "Relationship managers" who avoid technical depth.

- Process followers waiting for the "right" playbook.

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

- People who confuse long hours with dedication.

Who You'll Directly 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.

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.

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.

Why FlytBase?

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.

The Perks.

- 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.

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

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