Account Executive, Physical AI

San FranciscoSales /Full time /HybridAbout usEncord 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.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.The roleThis is a full-cycle AE 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. These are the companies pushing the frontier of what machines can do.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 doOwn the full sales cycle end-to-end, from outbound through close, with pipeline generation supportSell into Physical AI teams across robotics, autonomous vehicles, and research applications — from high-growth startups to large-scale enterprise programsBuild deep relationships with technical and executive buyers: heads of autonomy, VP AI, ML engineering leaders, and data operations teamsDevelop a sharp point of view on the Physical AI landscape — understanding where customer pain is sharpest and how Encord's platform delivers measurable impactPartner closely with Product, Engineering, and Customer Success to bring customer insight back into the roadmapHelp sharpen the ICP as we expand into new Physical AI use cases and geographiesForecast accurately, maintain pipeline discipline, and operate with the rigor of someone building something that will outlast themWho we’re looking forA consistent top or near-top performer in your current or most recent sales roleComfortable selling technically complex solutions to skeptical, STEM-trained buyers — you don't need to be an engineer, but you can hold the room with oneEnergized by ambiguity and early-stage environments where you have real ownership and real accountabilityA natural relationship builder who earns trust through preparation, follow-through, and genuine curiosity about customer problemsEntrepreneurial by disposition — you see gaps as opportunities, not blockersResilient, high-output, and genuinely motivated by the quality of your workExperience requirements3 to 7 years in a B2B SaaS or enterprise technology sales role, with a track record of hitting or exceeding quotaExperience selling to technical audiences — ML, data, or engineering teams — is a strong advantageFamiliarity 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 goExceptional 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 youWhy EncordCompetitive salary, commission, and meaningful equity in a high-growth startupClear, accelerated growth opportunities as the company scales rapidlyStrong in-person culture: 3–5 days/week in our newly launched North Beach loft officeFlexible PTO to fully recharge18 paid vacation days in the U.S. plus federal holidaysAnnual learning & development budgetComprehensive health, dental, and vision coverageFrequent travel opportunities across the U.S., London, and EuropeBi-annual company offsites, twice-weekly team lunches, and monthly socials$240,000 - $300,000 a yearThe amount listed is the on-target cash compensation (OTE) and includes base compensation and variable compensation in the form of either a company bonus or commission.Why nowThe data problem is the central bottleneck in AI. Not model architecture — data quality, data scale, and data infrastructure. Encord is the only company operating as a full-stack in AI native data infrastructure. Point solutions are losing. The market is consolidating around platforms, and we're positioned to win it.Physical AI is the fastest-growing, highest-stakes segment in that market. The companies building robots, autonomous vehicles, and intelligent physical systems need a partner who understands 3D point clouds, LiDAR, sensor fusion, and video annotation at safety-critical precision. That's Encord.You'll join at the inflection point — proven PMF, Series C momentum, and a category we're actively defining. The person in this role will have a direct line to the founders, real influence over how we go to market, and the kind of career acceleration that only comes from building something that matters at exactly the right time.