Business Development Lead, Embodied AI

The role

You’ll be the first dedicated seller for our Embodied AI group, working directly with the GM. You’ll find the customers, win them and shape the motion as you go - who we target, what we offer and how we price it. There’s no quota to start. Rather, you’ll be measured on qualified pipeline, sharp customer insight and closing business we can deliver.

This is for you if

• You’d rather spend the day with customers than in internal meetings.
• You’ve been the first or second seller somewhere before, and you liked building the plane while flying it.
• You get curious when a conversation turns technical, and you can tell when to hand it to an engineer.
• You don’t keep dead deals alive to make the pipeline look better.

This isn’t for you if you need inbound leads, a finished playbook or a finished product to do your best work.

What you’ll do

• Build pipeline. Map who’s building, raising and deploying, decide who we pursue and when, and get in the room through your network, outreach and events.
• Run discovery. Find out what customers are trying to do, where their workflow breaks and what that costs them. Bring it back to the GM and Product.
• Close. Own deals from first conversation to signature: proposal, pricing, negotiation and handoff.
• Shape the offer. Use what you hear to sharpen our packaging, pricing and positioning.
• Give before you ask. Work with Marketing to be useful to accounts we can’t serve yet.

In your first six months, you’ll

• Build a qualified pipeline across priority segments.
• Close deals you sourced yourself.
• Propose changes to how we package and price, based on what customers tell you.

You must have

• Built your own pipeline and closed early deals. You’ve sourced opportunities from scratch and personally closed multiple paid contracts while the product, buyer and pricing were still evolving.
• Credibility with technical buyers. You’ve ramped quickly on unfamiliar technical domains and sold to engineers and researchers. You know where your depth ends.
• Owned pricing and proposals. You’ve scoped deals, set pricing and written proposals yourself. If you’ve only sold using set templates for each stage of the cycle, this role won’t be a fit.
• Run real discovery alongside Product and Engineering. You work with them to close the gap between what customers need and what we build, and you still sell what exists today rather than waiting for the perfect product.

Plus if you’ve

• Been a founding or early AE at a technical startup.
• Earned promotion at a company known for great sellers.
• Sold usage-based, API or developer products.
• Worked in or sold into robotics companies.
• Built a network in physical AI.

Compensation & Benefits

Base salary range of $175,500 to $230,000. Compensation also includes an annual bonus, equity, and a comprehensive benefits package including medical, dental, and vision coverage, 401(k), and more.

Location & Work Model

This role is based in our San Francisco office, with three days per week in office.

Inclusive Application

We know the strongest candidates don't always tick every box. If you're excited about this role and believe you could do it well, we encourage you to apply even if your experience doesn't match every qualification listed - you may be exactly who we're looking for.