Senior Business Development

Job Description About Us: Okulo Aerospace is a deep-tech startup building next-generation solar-electric Unmanned Aerial Systems (UAS) for dual applications. We are among the few Indian aerospace companies to have successfully designed, built, and flight-tested novel UAV platforms entirely in-house. We are backed by institutional investors and supported by the Ministry of Defence through the iDEX (Innovations for Defence Excellence) program. At Okulo, we combine first-principles engineering with startup agility to solve complex, real-world challenges in aerospace. About the Role: This is a high-impact role for an experienced enterprise sales professional ready to lead business development in a frontier tech space. You'll drive end-to-end sales-from identifying strategic use cases and crafting GTM strategies to closing deals and shaping long-term client relationships. The role demands deep engagement with industrial sectors like solar, oil & gas, and mining, where our UAV solutions unlock real operational value. You'll work closely with the leadership team and internal functions to feed customer insights into product direction and commercial strategy. If you've led sales in a high-growth environment or built business functions from the ground up, this role offers the chance to work on complex, meaningful problems with real-world industrial impact. Key Responsibilities: - Identify and validate high-impact use cases for Okulo's UAVs across sectors such as renewable energy, oil & gas, and mining, and design tailored go-to-market strategies to unlock each vertical - Build and manage a robust sales pipeline by proactively generating leads, qualifying opportunities, and advancing them through the funnel to closure - Own end-to-end client relationshipsfrom initial outreach and requirement scoping to solutioning, proposal development, contract negotiation, and deal execution - Develop and maintain strong, trust-based relationships with decision-makers, influencers, and operational stakeholders within target organizations to drive adoption and long-term engagement - Represent Okulo at relevant industry forums, conferences, and meetings to increase brand visibility, generate leads, and stay connected with industry developments - Work closely with internal teams including product, operations, and marketing to ensure customer needs are addressed effectively, and to co-develop sales collateral, technical documentation, and deployment plans - Nurture relationships with existing clients to ensure satisfaction, gather feedback, and identify opportunities for upselling and cross-selling UAV-based solutions - Monitor market trends, competitive activity, and customer insights to refine sales strategies, pricing approaches, and product positioning in collaboration with the leadership team Qualifications: - Bachelor's degree in business administration, engineering, marketing, or a related field - 7-10 years of experience in enterprise sales, with a strong track record of selling complex solutions to sectors such as oil & gas, renewable energy (primarily solar), mining, or industrial infrastructure - Experience in selling UAV-based, geospatial, IoT, or remote sensing solutions is highly desirable - Prior experience as a founder, co-founder, or having led business development at a growth-stage startup or enterprise tech company is a strong advantage - Demonstrated ability to manage long sales cycles, engage multiple stakeholders, and close high-value deals - Familiarity with business productivity tools like Microsoft Office and CRM platforms especially Odoo, and HubSpot - Willingness to travel frequently to customer locations, including remote or industrial sites, as required - Strong communication, negotiation, and interpersonal skills with the ability to build trusted relationships and drive enterprise-level engagements - Self-driven, solution-oriented, and comfortable working in a fast-paced, high-growth startup environment Why Join Us: - Lead enterprise sales at one of India's pioneering aerospace and defense ventures-building solar-electric UAVs and high-endurance platforms that are transforming industrial surveillance, national security, and aerial data operations. - Work closely with our founder and leadership team-your strategies will directly shape how we position, sell, and scale our offerings across sectors like oil & gas, mining, and renewables. - Own the complete business development function-from pipeline generation and deal closure to influencing product roadmap and forging strategic partnerships. - With backing from institutional investors and programs like iDEX, you'll drive the adoption of frontier technology in real-world environments-where every deal closed has operational and strategic impact. - Join a high-performance, flat-structured team with a clear path to leadership-this role has strong visibility to grow into a director or VP of sales position as we scale. What We Offer: - Competitive salary and in some cases - meaningful ESOPs-share in the upside as we expand. - Time off for conferences, certifications, and executive coaching to fuel your professional growth. - Comprehensive health coverage (including family), flexible start times, and generous maternity and paternity leave to support work-life fit. - Monthly team-build events, biweekly wellness activities, and off-sites that foster camaraderie and a true sense of belonging. - Regular awards, benefits, and recognition for high performers, along with clear paths to leading the business development and sales function as we grow.