Strategic Accounts Development Manager

About Tutor We believe robots will be the next chapter in making physical labor safer and more affordable. But, nearly nine out of ten American factories and warehouses don’t have a single robot. Tutor Intelligence is changing that. We build robots that go straight into real factories and warehouses, to do real work, with real impact. Our robot Cassie does back-breaking work, moving boxes, pallets, and bulk goods for family-owned manufacturers to some of the largest brands in the world. Our robot Sonny does handwork, using two arms to achieve human-like dexterity in picking and packing. Every robot learns on the job, and each one we deploy makes the next one more capable, more affordable, and faster to put to work. Founded at MIT and headquartered in Watertown, MA, we do it all in-house: the robotics hardware, the machine learning, and the field deployment and service. 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.