SOLUTION ENGINEER
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.
The Role
We're looking for a Solutions Engineer to take full ownership of technical pre-sales and customer success—working directly with drone system integrators (DSIs), enterprise end-users, and internal teams to turn complex autonomous operations challenges into revenue-driving solutions.
This is not a "demo-and-handoff" role. It's a "build-customer-success-engines" role.
You'll lead from the front—owning technical conversations, designing proof-of-concepts, and turning customer pain points into long-term partnerships across security, public safety, solar, energy, and emerging industrial use cases. You'll join an AI-native organization where you can leverage AI tools to exponentially increase your productivity and achieve 10x output in your role.
What You'll Own
Technical Customer Success & Consultative Leadership
Deeply understand customer pain points through comprehensive needs analysis, going beyond surface-level requirements to uncover root business challenges that keep industrial executives awake at night
Act as a trusted consultant - not just a vendor - building long-term advisory relationships where customers call you first when they have operational challenges and want to explore opportunities
Deliver technical presentations, product demonstrations, and proof-of-concept engagements that showcase real business impact, not just flashy features
Work with customers to design and implement automated drone workflows using FlytBase solutions that customers actually deploy and scale
Own the entire technical onboarding journey: from first call to production deployment across multiple industrial sites
Build ROI-driven business cases that make buying decisions obvious for C-suite executives at Fortune 500 companies
Technical Sales Acceleration
Assist sales teams in opportunity qualification, GTM execution, and driving revenue growth through deep technical consulting
Support RFP responses and solution evaluations with technical depth that competitors can't match, accelerating complex enterprise sales cycles
Transform complex technical concepts into compelling value stories that close 7-8 figure enterprise deals
Lead proof-of-concept engagements that showcase measurable business outcomes for industrial operations
Market Intelligence & Voice of Customer
Be the eyes and ears of FlytBase - actively gathering market intelligence, customer insights, and competitive feedback from every customer interaction across global markets
Drive product roadmap decisions by serving as the authoritative voice of the customer in internal product and engineering meetings
Close the feedback loop faster - streamline the flow from customer feedback to product and engineering teams to drive rapid improvements and help us ship faster products that solve real problems
Work closely with engineering and product teams to relay customer feedback and shape product enhancements that solve real industrial problems
Provide technical insights to optimize workflows, enhance system efficiency, and automate industrial processes at scale
Industry Leadership & Thought Leadership
Represent FlytBase at industry expos, trade shows, and conferences, demonstrating product capabilities to Fortune 500 prospects
Conduct on-site customer training, workshops, and strategic discussions to ensure seamless adoption across industrial sites
Work closely with marketing to create customer success stories, case studies, and industry insights that become your best sales tools
Coordinate with marketing teams to host customer webinars, gather testimonials, and enhance customer advocacy
Best Suited For
2-4 years of customer-facing technical experience in enterprise B2B software, ideally in robotics, IoT, drone technology, or industrial automation - whether in technical sales, customer success, or solutions consulting roles
Proven track record supporting complex technical sales cycles and customer implementations in enterprise environments
Technical fluency with UAV systems, industrial automation, or enterprise SaaS platforms is a plus—you can go deep when Fortune 500 CTOs need technical depth
Exceptional communicator who can simplify autonomous operations for CEOs and dive technical with engineering teams in the same meeting
Problem archaeology mindset: You don't just accept surface-level customer requests—you dig deeper to understand the "why" behind each challenge. You derive value based on fundamental problems and business impact, not just feature comparisons. You expect yourself to truly understand customer pain points through investigative questioning, not just because they said so
Experimenter DNA: You identify customer problems, process gaps, and team challenges—then vibe code quick solutions to test your hypotheses and solve real problems
Ever-curious learner: You're constantly exploring new use cases and emerging solutions in the Physical AI and drone industry, adapting quickly to understand how FlytBase can bridge gaps in novel applications and unlock new market opportunities
Technical content creator: You excel at written communications, creating evaluation guides, industry education content, release notes, documentation, tutorials, and simplifying complex technical concepts for diverse audiences
AI-native approach: You leverage AI tools to analyze customer use cases, prototype solutions, scale technical outreach, and enhance productivity
Technical Skills That Set You Apart
Hands-on knowledge of DJI, PX4, and drone autonomy frameworks is a plus - you understand what makes autonomous operations actually work in industrial environments
Familiarity with mapping tools, data processing, and analytics workflows for industrial applications is a good to have
Understanding of cloud and on-premise systems - you can navigate enterprise deployment discussions and hybrid infrastructure requirements
Familiarity with enterprise systems and integration concepts (APIs, data flows) - you can discuss technical architecture with industrial IT teams
Strong written and verbal communication skills with the ability to present to technical and non-technical audiences across industrial sectors
Previous experience with UAVs, drone software, or enterprise SaaS solutions serving industrial customers is a plus.
What Makes You a Flyter
Deep curiosity for Physical AI: You have an insatiable appetite to learn about the Physical AI industry, drone autonomy, and emerging use cases. You're genuinely fascinated by how autonomous systems transform industrial operations.
High learning velocity: We know you might not know everything about our industry from day 1, but you have the grit and curiosity to learn fast. Once you've absorbed the knowledge, you work on autopilot mode (yes, like drones and robots)—executing independently with minor course corrections.
Critical thinking & needle-moving focus: You think critically about priorities and focus your energy on activities that create real impact. You're not just busy—you're effective.
Ownership without oversight: We won't micromanage your customer conversations. We expect you to own technical outcomes and customer satisfaction, not just demo metrics. You plan milestones, stay proactive with customers, and anticipate their needs rather than just reacting to requests.
High trust, high candor: You give customers honest technical advice even when it's not what they want to hear. You surface implementation challenges early because you care about their success. The same applies internally—you maintain high trust and high candor with team members, giving and receiving direct feedback.
Velocity over perfection: You'd rather ship a working proof-of-concept this week than a perfect demo next month—customers buy solutions that solve problems today.
Full-stack execution: When needed, you'll dive into code, build custom integrations, or jump on-site for critical deployments. Job descriptions are starting points, not boundaries.
Joy in complexity: Enterprise drone deployments can be chaotic. But you find mazaa (fun) in turning customer confusion into clarity and technical challenges into competitive advantages.
What We Don't Want
Demo jockeys who celebrate presentation metrics over customer outcomes
"Relationship managers" who avoid getting their hands dirty with technical details
Feature showcasers who demo everything but solve nothing—we need problem solvers, not product tourists
Yes people who agree with every customer request without understanding feasibility, business impact, or the actual problem being solved
Handoff artists who disappear after the sale—we need partners who stay engaged through implementation and beyond
Documentation dodgers who avoid creating clear guides, tutorials, or technical content that scales customer success
Anyone who says "that's not my job" when customers need help
People who confuse being busy with being impactful—we care about customer success, not activity reports
One-size-fits-all consultants who use the same approach for every customer instead of tailoring solutions to specific enterprise environments
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)
Who You'll Work With
Sales Team: Partner with Business Development Leads and Associates to qualify technical opportunities, lead proof-of-concept demonstrations, and provide the technical expertise that closes complex enterprise deals. You'll be the technical voice in sales conversations, helping prospects understand exactly how FlytBase solves their industrial challenges.
Marketing Team: Collaborate to create compelling customer success stories, technical case studies, and industry-specific content that resonates with enterprise buyers. You'll provide real-world customer insights that shape marketing campaigns and help create technical content that actually converts prospects.
Product Team: Serve as the primary conduit between customer needs and product development. You'll translate field feedback into actionable product requirements, validate new features with customers, and ensure our roadmap aligns with real market demands from Fortune 500 industrial operations.
Engineering Team: Work closely with engineers to relay technical customer requirements, validate solution architectures, and ensure seamless product integrations. You'll help prioritize bug fixes and feature requests based on customer impact, and occasionally jump into technical implementations when customers need hands-on support.
Ready to Fly?
If you've read this far and feel a jolt of excitement—not just interest—then we should talk.
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!
Quick Apply
Join our team and help shape the future of drone technology
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