Strategic Accounts Development Manager

About Tutor

We believe general-purpose, generally-intelligent robots will be built in our lifetimes. Robots will work in our factories, move our goods, walk on our streets and eventually be in our homes. To build that future, research and deployment must work in lockstep: real-world operation must make the technology better and better technology must make deployment easier. We're looking for the thinkers, builders, and researchers who want to be part of that loop.

As an AI robotics company that deploys its inventions directly into the facilities that need them, on state-of-the-art hardware, every line of code written at Tutor has a direct impact on the global, physical economy.

Our Culture

We believe that something truly special can happen when talented, motivated people work together; at Tutor, every member of our team is empowered to have real impact in everything that they do. We’re characterized by both technical excellence and next-level collaboration and respect.

The Role

The is Strategic Accounts Development Manager responsible for generating qualified pipeline across mid-market, large, and enterprise customers through a combination of strategic account development and high-quality outbound prospecting.

This role will engage with distributors, third-party logistics providers (3PLs), logistics organizations and manufacturers with opportunities typically ranging from $500,000 to $10M+ in potential contract value.

Success requires balancing account-based prospecting into large multi-site organizations while also developing pipeline within individual manufacturing and distribution facilities where opportunities can move more quickly.

Working closely with Enterprise Sales, you'll identify new opportunities, build relationships across multiple stakeholders, and consistently deliver qualified pipeline through thoughtful, multi-channel outreach.

Core Responsibilities

Prospecting & Pipeline Generation

• Generate qualified pipeline across mid-market, large, and enterprise organizations.
• Prospect into manufacturers, distributors, 3PLs, logistics providers, and warehouse operators.
• Build opportunities ranging from $500K to $10M+ in potential contract value.
• Execute multi-channel outbound campaigns across phone, email, LinkedIn, and strategic networking.
• Conduct initial qualification and schedule discovery meetings for Enterprise Account Executives.

Strategic Account Development

• Develop account-based prospecting strategies for large, multi-site organizations.
• Research organizational structures, facilities, and operational footprints.
• Map key stakeholders across corporate, regional, and site-level operations.
• Identify expansion opportunities across multiple facilities within target organizations.
• Build long-term relationships that support complex enterprise sales cycles.

Mid-Market Prospecting

• Prospect directly into individual manufacturing and distribution facilities where opportunities can be developed independently.
• Execute high-quality outbound campaigns into target verticals using repeatable messaging and qualification frameworks.
• Balance strategic enterprise development with consistent pipeline generation across the broader market.

Stakeholder Engagement

Develop relationships with decision makers across multiple senior and management level functions, including:

• Operations
• Plant Management
• Distribution & Warehouse Leadership
• Engineering
• Continuous Improvement
• Supply Chain
• Automation & Innovation
• Procurement
• Executive Leadership

Sales Collaboration

• Partner closely with Enterprise Account Executives to prioritize target accounts and territories.
• Collaborate on prospecting strategies, messaging, and account plans.
• Maintain accurate CRM data and prospecting activity.
• Continuously improve outreach strategies through testing and feedback.

Qualifications

• 4-6+ years of business development, sales development, or enterprise prospecting experience.
• Proven success generating qualified pipeline through outbound prospecting.
• Experience selling into manufacturing, distribution, logistics, industrial technology, robotics, automation, or enterprise software organizations.
• Strong prospecting, account research, and organizational skills.
• Experience engaging multiple stakeholders across complex organizations.
• Excellent written and verbal communication skills.
• Highly self-motivated with the ability to balance strategic planning and daily execution.

What Success Looks Like

Within your first year, you will:

• Build a repeatable outbound motion for Tutor's Case Pick solution.
• Consistently generate qualified pipeline across mid-market, large, and enterprise customers.
• Develop relationships across both individual facilities and complex multi-site organizations.
• Become a trusted partner to Enterprise Sales by delivering high-quality opportunities that accelerate Tutor's growth into new markets.
• Help establish a scalable prospecting engine for one of Tutor's fastest-growing product lines.