Associate Director- Business Development

Build the Future of Autonomous Sites with Physical AI

What We Do

FlytBase is a Physical AI software platform that powers autonomous drones and robots globally. Our cloud, edge, and on-premise solutions enable drones and robots to operate 24/7 at oil refineries, solar farms, rail yards, and industrial sites—detecting threats, predicting failures, and keeping operations running. FlytBase intelligent platform helps orchestrate fleets of third-party drones & robots, correlating data from multiple sensors and systems, and using AI to predict problems before they happen.

Fortune 500 companies & other large enterprises like Oxy (Oil & Gas), CSX (Rail-roads), Anglo-American (Mining), Statnett (Utilities), Dole (Plantation), Asheville - North Carolina Police Department (Public Safety), Discovery Land (Real-estate), Xcel Energy (Solar) are leveraging FlytBase globally to run autonomous operations on their industrial sites.

We've deployed our software at 300+ sites globally and have the largest 50+ channel partner & drone system integrator network in the world. Our platform removes human operators from the equation, transforming off-the-shelf drones into intelligent agents that work with existing infrastructure.

FlytBase has partnered with other leading enterprise solutions with ESRI, DJI, Genetec, Milestone, Pix4D, DroneDeploy, Strayos, and more to create a unified operational brain for physical sites.

FlytBase is reimagining how the physical world is monitored and managed through software.

The Role: Associate Director of Business Development

We need someone who doesn't just sell software—but shapes markets. Someone who can visualize a large industrial site and envision how our autonomous platform will transform its operations. Someone who gets genuinely excited explaining how our Physical AI can detect thermal anomalies and act to prevent million-dollar equipment failures.

You won't inherit a playbook. You'll write one.

What You'll Own (Not Just Do)

Build the GTM Flywheel: Design and execute strategies that compound—not just hit quarterly numbers. Create systems that outlive your tenure.

Partner Ecosystem Acceleration: Our 50+ global partners need more than training—they need transformation. You'll architect programs that turn channel partners into market makers.

Enterprise Deal Orchestration: Navigate complex, multi-stakeholder deals with energy giants, industrial conglomerates, and critical infrastructure operators. Think 7-8 figure ARR contracts that reshape how industries operate.

Market Intelligence Loop: You're not just closing deals—you're our eyes and ears. Your field insights will directly shape product roadmap and company strategy.

Full-Stack Ownership: At FlytBase, BD doesn't stop at the contract. You'll work with product, engineering, and customer success to ensure promises become reality.

Category Evangelism: Help the market understand why autonomous site intelligence software isn't optional—it's inevitable. Speak at conferences, create thought leadership, shape industry narratives.

Own the P&L, Account Receivables, ARR & Growth: Take complete ownership of revenue metrics, cash flow management, and growth targets. You're not just selling—you're running a business unit.

Lead a Team of Business Development Lead and Associates: Build, mentor, and scale a high-performing BD team. You'll hire, train, and develop the next generation of Flyters who can carry our mission forward.

Who You Are

• 7-10 years in enterprise B2B software, with deep experience in one of: Robotics/Drone Software, Industrial IoT Platforms, or Cloud Infrastructure
• Global mindset: You've worked & traveled across time zones, cultures, and complex channel ecosystems
• Technical depth: You can hold discussions on APIs, edge computing, AI, or cloud architectures with CTOs
• Builder mentality: You've created something from scratch—a channel program, a new market entry, a product category, a sales team
• AI-native thinking: You don't just use ChatGPT for emails. You prototype sales workflows with AI, build ROI Calculators, use the latest AI tools, analyze markets or customer accounts with LLMs, and think about how AI reshapes everything
• Master of Sales Tools: HubSpot CRM, Snov, Apollo, Clay, Gong and others—you know how to build and optimize the entire sales tech stack

What Makes You a Flyter

• Ownership without oversight: We won't micromanage your pipeline. We expect you to own outcomes, not just activities.
• High trust, high candor: You give sharp feedback and take it without flinching. You say the hard thing early because you care.
• Velocity over perfection: You'd rather ship a messy experiment today than a perfect plan next quarter.
• Full-stack execution: When needed, you'll build your own tools, write product specs, or jump into customer deployments. Job descriptions are starting points, not boundaries.
• Joy in complexity: Enterprise software sales can be brutal. But you find mazaa (fun) in navigating chaos and creating clarity.

What We Don't Want

Pipeline padders who celebrate activity over impact

"Relationship managers" who avoid technical depth

Process followers waiting for the "right" playbook

Anyone who says "that's not my job"

People who confuse long hours with dedication

Who You'll Directly Work With

Achal Negi - Director of Business Development & Leadership Team at FlytBase

A FlytBase-grown business leader with 10+ years of experience driving growth in B2B software and industrial technology. Achal is an engineer at heart and has built FlytBase business teams from the ground up, established channel partnerships across global markets, and consistently grown FlytBase over the past decade. He brings deep expertise in complex enterprise deals and will be your strategic partner in scaling FlytBase's commercial engine.

LinkedIn: https://www.linkedin.com/in/achalnegi/

Nitin Gupta - Founder & CEO

A visionary technologist and serial entrepreneur who's been building autonomous systems for over 25+ years. Nitin founded FlytBase on the belief that you should only work on the things that you love and have a lot of fun working on it. With a background in robotics and AI, he's led the company through multiple pivots and growth phases, always staying true to the mission of making physical operations smarter and safer.

LinkedIn: https://www.linkedin.com/in/nitin7gupta/

Product Leadership Team You'll collaborate closely with our Product Director & Managers who translate customer insights into breakthrough features. They're technical leaders who've built enterprise-grade platforms and understand the nuances of industrial customer requirements.

Solutions Engineering Team Work with our Solutions Engineers who combine deep technical knowledge with customer-facing expertise. They'll help you design custom demos, validate technical requirements, and ensure seamless proof-of-concept deployments.

Marketing Leadership Partner with our Marketing leads to create compelling campaigns, thought leadership content, and market positioning that resonates with enterprise buyers. They're data-driven marketers who understand both technical audiences and executive stakeholders.

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

ESOPs - Own a piece of the future you're building

Unlimited leave policy & flexible working hours (no punch-in/out)

Ready to Fly?

If you've read this far and feel a jolt of excitement—not just interest—then we should talk.

Click on the Job Application and fill out the form to apply : https://forms.gle/as1jp1B2ZBFrwgX4A

Also, if you are really excited and jumping off your chair, shoot a 3 min video resume covering:

Why this role, why now, why FlytBase?

Your proudest "I built this from scratch" story

One unconventional idea for selling autonomous operations software to enterprises

Send it to: hiringbd@flytbase.com & careers@flytbase.com

We move fast. If you're aligned, expect a response within 48 hours.

P.S. We wrote this JD to filter signals from noise. If it resonated, you're probably who we're looking for. If it felt "too intense" or "too direct"—we just saved both of us time. That's the FlytBase way!

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Who You Are

• 7-10 years in enterprise B2B software, with deep experience in one of: Robotics/Drone Software, Industrial IoT Platforms, or Cloud Infrastructure
• Global mindset: You've worked & traveled across time zones, cultures, and complex channel ecosystems
• Technical depth: You can hold discussions on APIs, edge computing, AI, or cloud architectures with CTOs
• Builder mentality: You've created something from scratch—a channel program, a new market entry, a product category, a sales team
• AI-native thinking: You don't just use ChatGPT for emails. You prototype sales workflows with AI, build ROI Calculators, use the latest AI tools, analyze markets or customer accounts with LLMs, and think about how AI reshapes everything
• Master of Sales Tools: HubSpot CRM, Snov, Apollo, Clay, Gong and others—you know how to build and optimize the entire sales tech stack

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