Account Executive, Data as a Service

The Role

Physical AI is our fastest-growing segment. Over the past 12 months, we've grown Physical AI revenue 10x. The companies building the next generation of robotics, autonomous vehicles, and intelligent physical systems have a data problem - and Encord is the only full-stack solution built to solve it.

We're now building the founding sales team that will take this to market.

This is a full-cycle commercial closing role on the ground floor of one of the most consequential verticals in AI. You'll own pipeline generation through close, selling into the world's most advanced Physical AI teams - robotics companies, autonomous vehicle programs, and research-driven enterprises like Boston Dynamics and Dyna. By day 30, you will have identified target accounts and booked meetings; by day 90, you will have closed your first pilot with a robotics or AV firm.

You'll report to the Head of Physical AI and work in close partnership with our founders and GTM leadership. Pipeline generation support is in place. Your job is to run deals with conviction and build the kind of customer relationships that compound over time.

This is not a role for someone who wants a defined playbook handed to them. It's a role for someone who wants to help write it.

What You’ll Do

• Own the full sales cycle end-to-end, from outbound through close, with pipeline generation support
• Sell into Physical AI teams across robotics, autonomous vehicles, and research applications - from high-growth startups to large-scale enterprise programs
• Build deep relationships with technical and executive buyers: heads of autonomy, VP AI, ML engineering leaders, and data operations teams
• Develop a sharp point of view on the Physical AI landscape - understanding where customer pain is sharpest and how Encord's platform delivers measurable impact
• Partner closely with Product, Engineering, and Customer Success to bring customer insight back into the roadmap
• Help sharpen the ICP as we expand into new Physical AI use cases and geographies
• Forecast accurately, maintain pipeline discipline, and operate with the rigor of someone building something that will outlast them

Who We’re Looking for

• A consistent top or near-top performer in your current or most recent sales role
• Comfortable selling technically complex solutions to skeptical, STEM-trained buyers - you don't need to be an engineer, but you can hold the room with one
• Energized by ambiguity and early-stage environments where you have real ownership and real accountability
• A natural relationship builder who earns trust through preparation, follow-through, and genuine curiosity about customer problems
• Entrepreneurial by disposition - you see gaps as opportunities, not blockers
• Resilient, high-output, and genuinely motivated by the quality of your work

Experience Requirements

• 3 to 7 years in a B2B SaaS or enterprise technology sales role, with a track record of hitting or exceeding quota
• Experience selling to technical audiences - ML, data, or engineering teams - is a strong advantage
• Familiarity with data infrastructure, AI tooling, robotics, or autonomous systems is a plus, not a prerequisite; what matters is how fast you ramp and how deep you go
• Exceptional candidates from outside traditional SaaS sales will be considered: if you've performed at the top of a demanding, competitive field and can demonstrate it, we want to hear from you

Operating Principles

• High agency
• You see something broken, you fix it or find the person who can. We celebrate the people who solve 90% of a problem before anyone asks.
• Build with care & urgency
• We bear-hug the customer. Former founders and people from fast-moving, high-stakes environments thrive here.
• Self-aware & hungry
• We stay warm, self-aware, and genuinely hungry. We elevate our peers, and ego doesn't last long.
• Invent in real time
• We move toward the ambiguity. We’re pragmatic, resourceful, energized by the fact that there's no playbook.
• If you're looking to do the most meaningful work of your career alongside people who push you to be better, we'd love to meet you.