Commercial Lead

Paradigm Robotics is an Austin, Texas based robotics startup building rugged, scalable robots for situational awareness in hazardous environments. They are seeking an experienced Commercial Lead to drive market penetration across oil and gas, defense, and municipal fire departments while supporting founder-led sales and managing customer relationships. The role involves leading strategic accounts, improving sales infrastructure, and enhancing go-to-market strategies.

Responsibilities:

• Own and co-own top-of-funnel and mid-funnel sales motions alongside the CEO
• Lead discovery, outreach, and field demos across industrial, municipal, and defense customers
• Manage early accounts and support pilots, deployments, and renewals
• Help convert early wins into multi-site, multi-year agreements and long-term relationships
• Track all touch-points, follow-ups, and stakeholder progress in CRM (HubSpot/Notion)
• Use tools like Clay, Hunter, Apollo to build, enrich, and source leads
• Build and manage relationships with municipal fire & police departments, distribution partners, and defense integrators
• Conduct market research, customer discovery, and develop tailored value propositions based on buyer priorities and technical fit
• Identify key champions, influencers, and decision makers across orgs
• Structure and write proposals to respond to RFPs, RFIs, and government grant programs (e.g. SBIR PI, Prize Challenges for primarily DoD, NASA, DHS programs)
• Research and understand government/end-user needs by meeting with program managers, program executive offices, and end-users → supporting government solicitation drafting
• Structure and write proposals, close contracts, and support programs for government solicitations (e.g. SBIR PII, OTA/OTP, IDIQ, FFP for primarily DoD, NASA, DHS programs)
• Improve GTM workflows: CRM structure, sales playbooks, partner docs, pricing models
• Work cross-functionally with engineering, product, and ops to ensure the voice of the customer is heard and acted on
• Coordinate pre/during/post logistics for trade shows, conferences, pilots, and demo events
• Contribute to product-market fit iterations and segment prioritization
• Brainstorm, iterate, and develop with CEO on GTM, product market fit, & long-term business strategy