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.

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.

• Own and expand Antarctica's 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 Antarctica's 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 Antarctica's 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 Antarctica's 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: Antarctica's 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, Antarctica's 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

• 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

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 Antarctica's problem space is the right context for the next chapter of your work. This is your first and most important step. If you don’t 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 [email protected]. On AI: we don't disqualify letters written with AI assistance. We disqualify letters where AI did the thinking. If you used a model to organise your ideas, sharpen your framing, or move faster, that's a tool, and we respect it. If the challenge, the numbers, the failures, and the reasoning are genuinely yours, say so. If they're not, we'll know.
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 Antarctica's 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.

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. We’ve 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 you'd like to settle in Mumbai ;)