Strategic Accounts Development Manager

ABOUT TUTOR We believe robots are the biggest lever we have to making the physical world a better, more affordable place. But robots are a rounding error in our society: nearly nine out of ten American factories and warehouses don’t even have a single robot, and robots have yet to make their way into our homes or places of business. Tutor Intelligence is changing that. Tutor is a robotics research and deployment company, building generally capable robot hardware and artificial intelligence to enable robots to go where no robots have gone before. Sonny https://tutorintelligence.com/sonny is a semi-humanoid robot with frontier dexterity approaching the human form. Cassie https://tutorintelligence.com/cassie does back-breaking work, moving boxes, pallets, and bulk goods for businesses from family-owned manufacturers to some of the largest brands in the world. Tutor robots are manufactured at scale and operate as a network, combining the whole fleet’s learned experience to train ever more capable robot artificial intelligence. Founded at MIT and headquartered in Watertown, MA, our team is full stack: we design and manufacture robot hardware, train our own models, work directly with the smallest and largest end-customers, and maintain our fleet across the United States. 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 - The Strategic Accounts Development Manager is 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. WHY TUTOR? Whether you’re designing robots, closing deals, running deployments, or creating the processes that help us scale, your work doesn’t sit on a shelf. It shows up on real production floors, making physical work safer and more affordable. Our team of 160+ is driven by curiosity and a genuine love of building. Everyone here takes real ownership, learns fast, and holds a high bar while having each other’s backs. If you love hard problems and creating things that didn’t exist before, you’ll fit right in. BENEFITS We take care of our team so they can do their best work. At Tutor, you’ll get: - Fully employer-covered health insurance, so you’re protected without the premium. - A managed 401(k) to help you plan for the future. - Generous time off: unlimited PTO and all federal holidays off for full-time salaried employees, and 16+ days of accrued paid time off plus 1.5x pay on federal holidays for hourly employees. - Regular in-office meals and team social events throughout the year. As Tutor grows, so will our benefits. We’re continuing to invest in ways to support our team at work and beyond. Tutor Intelligence is an equal opportunity employer and welcomes applicants from all backgrounds.