Enterprise Sales Director

Tutor Intelligence•Watertown, MA

21d•$275,000 - $350,000

About The Position

Tutor Intelligence is an AI robotics company deploying autonomous mobile robots (AMRs) in manufacturing and logistics environments. Its robots automate case picking, palletizing, and each picking to help businesses improve productivity and reduce costs. The Enterprise Sales Director will expand Tutor’s footprint across third-party logistics providers (3PLs), distributors, and brand-operated warehouses. The role owns the full sales cycle, from identifying opportunities through discovery, site visits, demonstrations, pilots, business-case development, negotiations, and signed contracts. The director will build strategic customer relationships and develop business through professional networks, trade shows, industry conferences, inbound leads, and collaboration with Business Development Representatives (BDRs). Opportunities may range from $500,000 to more than $10 million in potential contract value and can involve complex buying organizations and multi-site deployments. The role calls for understanding customer operations, demonstrating business value, setting realistic expectations, and collaborating across Tutor to support successful deployments. After a contract is signed, the director leads the handoff to Deployment, which owns project management, site readiness, installation, site acceptance testing, and go-live. The director remains aligned with the customer and Deployment during implementation, introduces the Customer Success Manager, and supports long-term account growth.

Requirements

At least 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.
Willingness to travel for customer meetings, site visits, demonstrations, and industry events.

Nice To Haves

Experience selling robotics, warehouse automation, industrial hardware, or AI solutions.
Experience managing enterprise deals worth $500,000 or more, including pilots and multi-site deployments.
Experience selling to Fortune 1000 companies or working in a high-growth startup.

Responsibilities

Own enterprise sales opportunities from prospecting and qualification through discovery, demonstrations, pilots or proofs of concept, negotiations, and contract execution.
Manage pipeline, forecasts, and sales targets.
Generate opportunities through outreach, professional networks, industry events, inbound leads, and partnerships with BDRs.
Develop relationships with decision-makers and identify multi-site expansion opportunities.
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.
Coordinate demonstrations and pilots, establish success criteria, develop proposals, negotiate terms, and drive deals to close.
Work with product, engineering, and other Tutor teams to align customer needs and commercial commitments.
Lead the handoff to Deployment after contract signing.
Remain closely aligned with customers and Deployment throughout implementation, introduce the Customer Success Manager, and support long-term account growth.