Enterprise Sales Director

Tutor Intelligence • Watertown, MA

2d

About The Position

Tutor Intelligence is an AI robotics company that deploys intelligent robotic systems in manufacturing and logistics environments. Its autonomous mobile robots automate case picking, palletizing, and each picking to help businesses improve productivity and reduce costs.

The Enterprise Sales Director will expand Tutor’s business with third-party logistics providers, 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. Opportunities may range from $500,000 to more than $10 million in potential contract value and may involve complex buying organizations and multi-site deployments.

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. They will understand customer operations, demonstrate business value, set realistic expectations, and work collaboratively across Tutor to turn opportunities into successful deployments. After a contract is signed, the director leads the handoff to Deployment, stays 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.
• Proactive, collaborative approach and 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 the sales pipeline, forecasts, and sales targets.
• Generate opportunities through outreach, professional networks, industry events, inbound leads, and Business Development Representative partnerships.
• 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 demonstrating 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 aligned with the customer and Deployment throughout implementation, introduce the Customer Success Manager, and support long-term account growth.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed