GTM Special Projects, Physical AI

United States - San Francisco · San_franciscoFull timemid

Data ScienceOtherGtm Special Projects Physical Ai

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Quick Summary

Overview

About us Encord is the universal data layer for AI that helps 300+ AI teams train and run models on the right data. Our platform indexes, curates, annotates,

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Data ScienceOtherGtm Special Projects Physical Ai

About us

Encord is the universal data layer for AI that helps 300+ AI teams train and run models on the right data. Our platform indexes, curates, annotates, and evaluates data across the full AI lifecycle, from development through production. Trusted by Woven by Toyota, AXA, UiPath, Zipline, and more.

We're an ambitious team of 100+ working at the frontier of AI and have raised $60M in Series C funding from Wellington Management, CRV, Next47, and Y Combinator.

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.

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

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

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

Competitive salary, commission, and meaningful equity in a high-growth startup

Clear, accelerated growth opportunities as the company scales rapidly

Strong in-person culture: 3–5 days/week in our newly launched North Beach loft office

Flexible PTO to fully recharge

18 paid vacation days in the U.S. plus federal holidays

Annual learning & development budget

Comprehensive health, dental, and vision coverage

Frequent travel opportunities across the U.S., London, and Europe

Bi-annual company offsites, twice-weekly team lunches, and monthly socials