Enterprise Sales Director

About Tutor

We believe robots will be the next chapter in making physical labor safer and more affordable. But, nearly nine out of ten American factories and warehouses don’t have a single robot. Tutor Intelligence is changing that.

We build robots that go straight into real factories and warehouses, to do real work, with real impact. Our robot Cassie does back-breaking work, moving boxes, pallets, and bulk goods for family-owned manufacturers to some of the largest brands in the world. Our robot Sonny does handwork, using two arms to achieve human-like dexterity in picking and packing. Every robot learns on the job, and each one we deploy makes the next one more capable, more affordable, and faster to put to work.

Founded at MIT and headquartered in Watertown, MA, we do it all in-house: the robotics hardware, the machine learning, and the field deployment and service. We’re a team of researchers, engineers, technicians, operators, and sellers who love building things and solving hard problems.

Our mission is grand: robots everywhere, for the common good, raising the standard of living across North America, and then the world.

The Role: 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.

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.