Business Development Lead

About MachPhy MachPhy Solutions is a deep-tech cold chain technology company incubated at FITT, IIT Delhi. We design and build Phase Change Material (PCM)-powered portable refrigeration and biomedical cold chain systems. Our platform delivers up to 120 hours of payload-safe temperature autonomy with zero active power, and we have just rolled out India's first variable-temperature deep-freeze container (-40C to +8C on a single platform).

Why this role This is MachPhy's first dedicated commercial hire. You will own the entire revenue pipeline — from cold outbound to signed PO — reporting directly to the Co-founder. Today every lead lands on the founder's desk; you will own the engine going forward.

What you will own • Build and run MachPhy's outbound pipeline across pharma, biomedical, F&B, dairy, and EV cold-chain segments • Lead customer discovery, gather written design inputs, and convert them into commercial proposals (engineering inputs provided by the founding team) • Own quotes, negotiations, pricing, and PO signing • Build MachPhy's sales playbook from scratch — objection bank, proposal templates, pricing matrix, CRM discipline • Represent MachPhy at industry forums, trade shows, and customer site visits • In Year 2, hire and lead your own BDR team What we expect by month 12 • One marquee pharma logo + one marquee F&B / dairy logo • A validated serial-production pricing matrix • A sales playbook you can hand to the next BDR What we are looking for • 5–8 years of B2B sales in cold chain, pharma capex, industrial refrigeration, IoT hardware, EV, or scientific instruments • Personal track record of closing ₹50 L or more in individual deals via cold outbound — not just inbound • B.E. / B.Tech or equivalent technical fluency. You don't need to be an engineer, but you must be able to discuss thermodynamics, refrigerants, and IoT telemetry without leaning on a backline • Comfort with 6–12 month enterprise sales cycles and multi-stakeholder buying committees • Founder-mode mentality — no marketing team, no SDR, no CRM admin. You build the engine.

Strong to have • Existing rolodex in pharma majors, dairy majors, organised cold-chain logistics, or EV last-mile ecosystems • Government tender exposure (GeM, CDSCO, ICMR, ESIC, Ayushman Bharat) • Prior deep-tech / hardware startup experience What we offer • A real chance to scale a deep-tech business from ₹5 Cr to ₹50 Cr alongside the founders • Meaningful ESOP, real ownership, real seat at the table • An engineering team built at IIT Delhi — not a slide deck, a working platform with real customers • Direct customer access — no committee filtering you from the founder Location: New Delhi (Hauz Khas HQ) | Hybrid | 40–50% India travel Compensation: ₹12 L fixed + Variable + ESOP To apply, share a short note covering: 1. The largest single B2B deal you've closed personally and what made it close 2. A vertical inside cold chain or temperature-sensitive freight where you think MachPhy is under-positioned, and why 3.

Your current notice period and compensation