Head of Business Development

Antarctica is a deeptech company building enterprise-grade observability for AI and IT systems on a mission to drive the technological shift and make sustainability the cornerstone of innovation.

Modern enterprises operate technology they cannot measure. AI workloads span training deployment and production. Cloud resources move between providers. Applications consume compute at different rates. Physical assets degrade over time. Yet governance finance and sustainability teams need unified visibility that fragmented monitoring tools cannot provide.

Our platform delivers real-time measurement of cost energy consumption and carbon emissions across cloud infrastructure end-user devices applications and AI inference workloads all derived from our proprietary measurement models.

Our clients are institutions that operate at scale and cannot afford to be wrong: mid-size and large enterprises AI-driven companies financial and industrial conglomerates. They rely on Antarctica because the data we produce is precise enough to drive operational decisions in real-time defensible enough to survive an external audit and material enough to inform board-level strategy.

We are at an inflection point. The market is forming around us. We are looking for the person who claims it.

The Role

You report directly to the CEO. From day one you step into an active client base and pipeline of warm enterprise and institutional opportunities that require immediate structured attention. You define the commercial playbook from what you learn. You build the team around you as revenue and pipeline justify it.

This role sits at the intersection of sales leadership commercial strategy and company building. It requires genuine cross-functional engagement with R&D on methodology positioning with Product on offer packaging with the Head of Global Partnerships on channel alignment and with the CEO on market strategy. This is a company-building role as much as a commercial and business development role.

What You Will Own

• Own and expand Antarcticas active client base and pipeline across SME enterprise and institutional segments
• Lead the full sales cycle - discovery qualification proposal negotiation close - with direct accountability for signed revenue
• Build and manage senior relationships with CIOs CTOs CFOs and Chief Sustainability Officers across target accounts
• Navigate complex multi-stakeholder procurement cycles and translate Antarcticas methodology into audit-ready value propositions for each client context
• Represent Antarctica across the ecosystem: industry events conferences and key institutional meetings.
• Define and continuously refine Antarcticas packaged offer in collaboration with the CEO and Product team: scope pricing logic success metrics deliverables
• Work closely with R&D Product and the Head of Global Partnerships to ensure commercial and technical positioning are aligned
• Build the full sales kit: enterprise deck one-pager case narratives proposal templates pricing framework
• Execute the hiring plan for the BD function: Enterprise AE SMB AE Pre-Sales Engineer Customer Success Manager and build a culture that reflects Antarcticas institutional standards: precise credible rigorous

• 8 to 14 years of experience with time in both senior individual contributor and early leadership roles
• You have personally closed complex B2B enterprise deals including within regulated financial institutions or large conglomerates
• You have operated across both SME and enterprise sales motions. You know the difference and have executed both
• You carry enough technical fluency to hold a substantive conversation about AI infrastructure energy measurement and sustainability reporting without requiring a solution engineer in the room.
• You have built or significantly structured a commercial team before: defined roles hired people set performance frameworks.
• You are comfortable operating with high autonomy incomplete information and a mandate that evolves as the market responds
• You write clearly you think institutionally and you communicate with precision: Antarcticas clients expect it and your team will model it
• You are based in Mumbai or willing to relocate. While we are building a global business with an international team Antarcticas homeland is India and your network here matters.

Strong advantage

• Experience in enterprise software SaaS or sustainability-adjacent technology
• Prior exposure to FinOps GreenOps cloud cost management or ESG reporting platforms
• Existing relationships within large conglomerates financial institutions or IT consulting practices
• Demonstrated ability to work cross-functionally with product research and technical teams on complex offer development

What Antarctica Offers

• Direct line to the CEO with genuine influence over commercial strategy and company direction
• Meaningful equity participation reflecting the seniority and foundational nature of the role
• A commercial mandate that sits at the intersection of a scientifically rigorous methodology a product built for institutional-grade demands and a client base that operates at the highest levels of industry and regulation
• An intellectually serious environment that offers you a chance to define how a category-creating company goes to market at the moment the category is being formed

Recruitment Process

We run a focused four-stage process designed to respect your time and ours.

1. Written application. A brief note describing one commercial challenge you built your way through the team you built around it and why Antarcticas problem space is the right context for the next chapter of your work. This is your first and most important step. If you dont apply through our website (the easiest way) make sure to include this letter along with your resume through the portal you apply from and if the option is not available send your note separately at . Note that LLM-generated letters disqualify you automatically as does the absence of one.
2. Introductory call with the team (30 mins): a conversation about the market the problem and your read on both.
3. Commercial case exercise: a real scenario from Antarcticas context. You will present how you would approach it: stakeholder mapping value proposition and your first 90 days.
4. Structured interview with the founders (60 mins): grounded in what you have actually done: deals closed teams built and how you operate across functions.

Reference calls with a former client and a former colleague close the process.

Headquarters

Our offices are located in the historical part of Mumbai India exactly 5 minutes walking-distance from CST Station an incredibly beautiful UNESCO World Heritage Site and 15 minutes walking-distance from Churchgate Station. Situated next to both a Parsi and French coffee shops our offices have large French windows with ample light coming inside from which you can observe parrots and kites flying in the surrounding centenary trees. Weve used teak wood and marble for our furniture and we display lovely artworks on our walls. Not that any of these matter for your application but we do like the idea that youd like to settle in Mumbai ;)

Required Experience:

Director