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GTM Strategy & Operations Manager

FlytBase
Pune, Maharashtra

Apply Now

Job details

Full-time

Benefits

Flexible schedule

Qualifications

CRM software
Sales
Public speaking
AI

Full job description

FlytBase

Own and architect the global revenue engine from the ground up—building the systems, pricing, AI workflows, and cross-functional operating model that powers how a new “Physical AI” category is sold at enterprise scale.

Business Development

Pune, India (Onsite)

Full-time

3-5 years

What We Do

FlytBase builds the world's leading Physical AI drone autonomy platform, powering mission-critical operations across 300+ enterprise sites in 40+ countries. Its customers include Fortune 500 leaders such as Shell, CSX, UK Police, Airbus, Anglo American, Dole and Statnett. Explore some of our key deployments here - flytbase.com/case-studies. With a presence in the US and Pune, India, FlytBase is building the nervous system for large industrial sites. The company operates at AI speed, with autonomy and intelligence at its core. Our lean team thrives in a high-agency, high-velocity environment where AI is not a side project, it is the operating system for how we think, build, and grow.

The Role

You'll be FlytBase's first GTM Strategy & Operations hire—which means you define the function. Every seller, every partner, every customer success motion, every deal will touch something you built: the collateral they sell with, the process they follow, the tools they use, the data they trust, the cadence they operate in. This isn't a Sales Ops role. You're the architect of a connected revenue engine that spans Sales, Marketing, Customer Success, and Partners. FlytBase sells Physical AI—autonomous drones that inspect industrial sites 24/7. Your buyers are making their first investment in autonomous site intelligence. Your battlecards aren't competing against other SaaS tools; they're competing against "keep doing it manually." You'll own everything from seller readiness and pricing strategy to AI-powered GTM infrastructure. When Customer Success identifies an expansion signal, you make sure it reaches the right AE. When Marketing builds a campaign, you ensure sellers can actually use it. Nothing falls between the cracks because you built the connective tissue.

What You'll Own

• Seller Readiness & Enablement Architecture: playbooks, RFP toolsets, proposal templates, competitive battlecards, core collateral • Revenue Engine Connective Tissue: systems and operating rhythms that connect Sales, Marketing, Customer Success, and Partners • GTM Process & Operating Rhythm: sales process design, pipeline reviews, forecasting methodology, qualification criteria • Revenue Analytics & Data Layer: pipeline dashboards, conversion metrics, forecast accuracy, deal velocity analysis • Pricing & Packaging: pricing strategy, discount structures, partner pricing, bundle design, calculators • AI-Powered GTM Infrastructure: agentic workflows for proposal generation, CRM enrichment, lead scoring, competitive intelligence • Program Management: drive top GTM priorities forward, eliminate bottlenecks, keep the revenue machine moving • Cross-functional coordination: ensure field intelligence shapes marketing priorities and expansion signals reach sellers at the right moment

Best Suited For

• 3-5 years in sales operations, revenue operations, or GTM consulting with tangible deliverables that shipped and worked • Sales experience on the receiving end of enablement—you know what good collateral and process feel like from the seller's side • AI-native builder who creates agentic workflows using Claude Cowork, Claude Code, Clay—technical enough to build and iterate • Cross-functional operator who works naturally with Marketing, Customer Success, Product, and Finance • Systems thinker who sees gaps and ships fixes without waiting for requirements • Experience building sales processes from scratch and making CRM systems actually useful • Category creation mindset—you've helped define new markets, not just optimized existing ones • Data storyteller who builds metrics that matter and makes them visible across the organization

What Makes You a Flyter

• Ownership without boundaries: You see a broken handoff between CS and Sales, you build the fix. No permission needed. • Builder over analyst: You ship the pricing calculator that closes deals, not the deck that explains why we need one. • AI-first operator: You automate proposal generation before the sales team knows they need it, then teach them to use it. • Systems connector: You naturally think in workflows that span functions, not departmental silos. • Velocity over perfection: You'd rather ship a working battlecard today than a perfect one next quarter.

What We Don't Want

• Analysts who produce reports nobody reads or process architects who design systems nobody uses • Tool administrators who configure but don't build, or ops people who see themselves as support rather than strategy • People who ask for requirements before starting, instead of seeing the gap and shipping the fix • Anyone who says "that's not my job" when revenue is on the line • Consultants who build beautiful frameworks but have never carried a quota or enabled a seller • People who think AI is a side project rather than the core operating system for how modern GTM works

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 • Unlimited leave policy & flexible working hours (no punch-in/out) • A damn good team to work with

Who You'll Work With

You'll work directly with our Chief Commercial Officer, Director of Business Development, and the CEO to build the connective infrastructure. You'll also collaborate closely with our Product and Customer Success team to ensure customer feedback flows back into the roadmap and with Finance on pricing and forecasting models.

Apply Now

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