MachPhy Solutions
Website:
machphy.com
Job details:
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: Fixed + variable + meaningful 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
Click on Apply to know more.