Senior Business Development Manager – Physical AI Solutions

This is a fully remote position, open to applicants in California.

📋 Description

• Develop a pipeline through established relationships, targeted outbound efforts, referrals, events, and partnerships.

• Establish direct connections with technical champions, executive sponsors, and economic buyers.

• Lead technical and commercial discovery, translating customer requirements into clear offerings.

• Transform qualified demand into paid pilot programs with defined acceptance criteria and pathways for expansion.

• Manage pricing, proposals, negotiations, contracts, forecasting, closing, collections, and account growth.

• Maintain a personal revenue target and uphold strict discipline regarding qualification, discounting, margins, and payment terms.

• Ensure account ownership, activity tracking, pipeline updates, and next steps are current in the CRM.

• Collaborate with internal technical and delivery teams while relaying market feedback to product development.

• Oversee registered accounts from the initial contact through discovery, paid pilot, contract, delivery, collection, and expansion.

• Function as a quota-carrying individual contributor, rather than in a people-management role.

⛳️ Requirements

• A minimum of 6 years in enterprise technical sales, business development, strategic accounts, or a similar commercial position.

• At least 3 years of experience selling in robotics, embodied AI, autonomy, sensors, computer vision, or related infrastructure.

• Established relationships with relevant technical and commercial decision-makers, along with the ability to contact them directly.

• A proven track record of successfully opening accounts, securing paid pilots, finalizing contracts, and driving revenue growth.

• Strong commercial acumen in areas such as qualification, pricing, negotiation, procurement, contracts, margins, and collections.

• Exceptional written and verbal communication skills in English.

• Capability to work independently in a startup environment.

• Knowledge of common sensor modalities, synchronization and calibration, system integration and QA, long-tail failures, domain gaps, safety and operational constraints, acceptance criteria, and solution usage rights.

• Willingness to travel approximately 30–50% for customer meetings, onsite programs, industry events, and partner engagements.

🏝️ Benefits

• Comprehensive Medical, Dental, and Vision Plan (No costs for employees or their families).

• Complimentary Daily Breakfast, Lunch, and Dinner.

• Paid vacation and holidays.

• 401K retirement plan.

• Annual performance-based bonus.

• Stock options.

• Competitive benefits package.