GTM Special Projects, Physical AI

San Francisco Sales / Full time / On-site 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.

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 bythe quality of your work

Experience requirements

• 3 to7 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 rampand how deep you go
• Exceptional candidates from outside traditional SaaS sales will be considered: if you've performed atthe topof ademanding ,competitive fieldand can demonstrate it,we wantto hearfromyou

Why Encord

• Competitive salary ,commission ,and meaningful equity ina high-growth startup
• Clear ,accelerated growth opportunities asthe company scales rapidly
• Strong in-person culture:3–5 days/weekin our newly launched North Beach loft office
• Flexible PTOto fully recharge

-18 paid vacation days inthe U.S.plus federal holidays

• Annual learning & development budget
• Comprehensive health,dental,and vision coverage
• Frequent travel opportunities acrossthe U.S.,London,and Europe

-Bi-annual company offsites,two-weekly team lunches,and monthly socials $175 ,000 - $300 ,000 ayear The amount listed isthe on-target cash compensation (OTE)and includes base compensationand variable compensation inthe formof eithera company bonus or commission.

Why now

The data problem isthe central bottleneckinAI.Not model architecture —data quality,data scale,and data infrastructure.Encord isthe only company operating asa full-stackinAI native data infrastructure.Point solutions are losing.The marketis consolidating around platforms,and we're positionedto winit. PhysicalAI isthe fastest-growing ,highest-stakes segmentinthat market.The companies building robots ,autonomous vehicles,and intelligent physical systems needa partner who understands3D point clouds ,LiDAR,sensor fusion,and video annotation at safety-critical precision.That’s Encord. You'll join atthe inflection point—proven PMF(product-market fit),Series C momentum,and acategory we're actively defining.The personin this role will have adirect line tothe founders,re al influence over how we go tomarket,andthe kindof career acceleration that only comesfrom building something that mattersatexactlytheright time. We may use artificial intelligence (AI) tools tosuppor tpartsofthe hiring process,such as reviewing applications analyzing resumes or assessing responses.These tools assist our recruitment team but do not replace human judgment.Final hiring decisions are ultimately made by humans.If you would like more information about how your datais processed please contact us.