Strategic Pipeline Development: • Build, manage, and expand a healthy pipeline of high-value enterprise opportunities across target geographies and industries. • Own the commercial success of an assigned region by developing account strategies and identifying pathways to long-term revenue growth. • Consistently achieve and exceed ambitious revenue targets. End-to-End Enterprise Sales Execution: • Lead the complete enterprise sales cycle, from prospecting and qualification to discovery, solution alignment, demonstrations, proof-of-concepts (POCs), pricing discussions, and final closure. • Navigate long and complex buying cycles involving multiple stakeholders and cross-functional decision-makers. • Drive momentum throughout the sales process while maintaining strong forecasting discipline. Multi-Million Dollar Deal Ownership: • Own the execution and closure of large, strategic opportunities involving multi-million-dollar, multi-year, and multi-site deployments. • Structure commercial proposals that align customer needs with FlytBase's long-term business objectives. • Identify expansion opportunities that convert initial wins into broader enterprise partnerships. Commercial and Contract Leadership: • Lead commercial negotiations involving procurement, legal, compliance, and executive stakeholders. • Partner with internal teams to negotiate and finalize enterprise agreements, including MSAs, SOWs, DPAs, SLAs, and other commercial documents. • Demonstrate sound judgment in balancing customer requirements, business impact, and contractual risk. Executive Relationship Management: • Build credibility and trust with senior leaders across Operations, Innovation, IT, Security, Procurement, and the C-suite. • Position FlytBase as a strategic partner capable of driving meaningful operational transformation. • Act as the executive sponsor for strategic accounts throughout the customer lifecycle. Partner Ecosystem Development: • Develop and strengthen relationships with strategic partners, channel partners, and system integrators to accelerate regional growth. • Identify opportunities to leverage partner networks to expand market reach and generate enterprise opportunities. • Collaborate with partners to create mutually beneficial go-to-market initiatives. Cross-Functional Collaboration: • Work closely with Product and Customer Success teams to ensure successful customer outcomes and smooth transitions from sale to deployment. • Partner with Marketing to refine messaging, strengthen positioning, and improve conversion across the funnel. • Share market intelligence and customer insights to influence product direction and go-to-market strategy. Market Leadership and Category Evangelism: • Represent FlytBase at industry events, executive forums, conferences, and customer engagements. • Strengthen FlytBase's position as a leader in autonomous operations and Physical AI. • Educate customers and stakeholders on emerging trends and opportunities within the industry. Team Leadership and Enablement: • Mentor and support Business Development and Partner teams to improve execution quality and regional performance. • Share best practices and contribute to building scalable enterprise sales processes. • Foster a culture of ownership, collaboration, and continuous improvement. AI-Driven Sales Excellence: • Leverage AI tools and modern sales technologies to improve productivity, forecasting accuracy, customer engagement, and decision-making. • Continuously optimize workflows and identify opportunities to scale sales effectiveness through automation and data.
