Sales Engineer, Account Management

Role Overview

• Execute Go-to-Market Strategy: Embrace and prioritize the process of establishing customer comfort and confidence with humanoid robot solutions
• Secure Beachhead Customers: Identify and engage innovative, early-adopter customers who are open to a journey-partner relationship.
• Develop and Close Initial Projects: Focus on securing contingent agreements, supported by proof-of-concept pilot systems, which aligns with customers' available discretionary spending for the current fiscal year and scaleouts next year.
• Build the Installation Base: Drive the effort to deliver contingency agreements to several different customers, as a five-customer install base is more influential than a single customer with five units.
• Technical Vetting: Collaborate with the internal technical team to thoroughly vet all potential opportunities, ensuring our team can achieve customer sign-off without excessive in-field efforts.
• Long-Term Strategy: Actively work with customers on their 2026 budget planning process to ensure funds are earmarked for larger humanoid projects in the next fiscal year(s).
• Develop Sales Tools: Leverage initial pilot projects to create a critically important reference installation base and generate delighted customer testimonials for future sales and marketing efforts.
• Manage Customer Relationships: Facilitate discussions and Q&A events between potential, skeptical customers and satisfied, experienced customers from our pilot programs.
• Commercial Agreement Development: Facilitate the contingent purchasing agreements (CPAs) that can be activated once future budgets are in place, defining terms, KPIs, timing, and success metrics.

Requirements

• New Technology Introduction: Must have experience overseeing the successful launch of market-disruptive products and new technologies.
• Automation Sales: A background in selling complex automation solutions, including robotics, is required.
• Beachhead Project Success: Demonstrable experience securing and managing "beachhead" or pilot projects with benchmark customers, even with commercial concessions, to prove technology and drive future sales.
• Consultative Sales Approach: Proven ability to educate customers with a "bias toward action" on new technology, moving them from requiring demonstration to project commitment.
• Financial Acumen: Experience structuring deals around customer budget limitations, such as targeting discretionary accounts versus large CAPEXs, and developing TCO10 / ROI calculations for customers.
• Technical Competence: Possesses a strong engineering and technical background to engage in detailed product discussions and collaborate with internal technical teams.
• Relationship Management: Skilled at managing relationships with innovative companies, journey-partner customers, and even demanding clients with initial skepticism.
• Strategic Vision: Ability to operate on a parallel path, closing small, immediate deals while simultaneously working with customers to secure funding for significant future projects.
• Education: Bachelor of Science in a relevant field such as International Business or Engineering.

Tech Stack

• Go

Benefits

• High-quality, proprietary robotics data is the next foundation for generational AI companies (like Tesla FSD and ChatGPT).
• An insane work ethic is required for outsized success—and you'll be rewarded for it.