GTM, Embodied AI

About the Role

We're looking for an entrepreneurial Go-to-Market lead to build our pipeline and customer relationships within the Embodied AI group. One of the fundamental problems we're helping the physical AI community overcome is the sim-to-real gap for visual-spatial understanding. We're applying our team's decades of experience encoding the world precisely as it is at Google Maps, Google Earth, and Niantic Labs to build the scalable real-to-sim stack for embodied AI.

Working directly alongside the group's General Manager, you'll map the market, open doors, and close business in step with product development. You'll have significant independence, direct access to the people building the product, and real responsibility for making the business successful.

You're a natural-born seller. A day spent talking to customers gives you energy. You already know people in the robotics ecosystem, and you're always finding reasons to meet more. You earn attention, ask questions that teach us something, and turn interest into commitment. You're as good at listening as you are at making a case. When an opportunity matters, you are relentless, but your desire to win the right business is more powerful than your desire to win any business.

This is not a role for someone who needs inbound leads, a finished playbook, or a fully baked product. You relish building. You take pride in finding the use case, earning the customer's conviction, and getting the deal over the line. The role will not initially carry a sales quota. It will carry clear accountability for qualified pipeline, useful customer learning, and business we can deliver.

What You'll Do

• Map the Market - Build and maintain a comprehensive view of prospects, their use cases, and the right contacts. Track funding, hiring, launches, and deployments, and hold a point of view on who we should pursue, why, and when.
• Open Doors - Build qualified pipeline through your relationships, targeted outreach, introductions, and events. Get into the communities where our customers spend time, and turn the approaches that earn attention into repeatable ones.
• Qualify and Learn - Get immersed in customers' workflows: what they're trying to do, what they've tried, where it breaks, and what that costs them. Establish fit, urgency, and how a buying decision will happen, and bring candid input on product-market alignment back to the General Manager and Product leader.
• Develop Relationships - Be useful to accounts we're not ready to serve yet. Work with Marketing on insights, introductions, content, and events, and know what needs to change in their business or our capabilities for an opportunity to become actionable.
• Close Business - Run opportunities through evaluation, proposal, negotiation, and signature. Agree what an evaluation must prove, who will decide, and what follows success. Prepare colleagues properly and stay engaged through handoff so commitments are delivered.
• Shape the Commercial Model - Help design commercial models for a maturing product, finding simple solutions where the path isn't laid out, and bringing discipline to how early deals are structured.

What You'll Bring

• Relationships that open doors. You already know founders, engineering leaders, or buyers in robotics, embodied AI, or the infrastructure and tooling companies serving them, and you have a track record of building new relationships beyond your existing network.
• Experience personally winning early customers for a technical product. You sourced opportunities and closed business while the use case, buyer, or commercial approach was still being worked out, and you can explain what you did to make it happen.
• Experience shaping the deal itself. You've worked with founders or technical teams to turn a customer problem into a concrete offer covering scope, proof of value, commercial terms, and a path from evaluation to paid adoption, and you've secured commitments of budget and engineering time.
• Evidence that you changed the approach because of what you learned. You can point to customer evidence that changed who your team targeted, what it offered, or how it sold, and explain what happened next.
• Credibility with technical buyers. You've sold to engineering or research teams and can hold a substantive conversation about their workflows, including the roles of simulation, training data, and evaluation in embodied AI, and concepts such as reinforcement learning, imitation learning, and sim-to-real transfer.
• A bachelor's degree in a relevant field, or equivalent experience.

Nice to Have

• You've turned initial pilots into sustained usage, renewals, or expansion.
• You've helped turn a handful of early wins into a repeatable approach across customers.
• You've partnered with or sold within the NVIDIA robotics ecosystem.
• You've sold into defense or industrial robotics teams.

Competencies

• Painful sense of urgency. You move as if the company's success depends on it, because it does. People love working with you because you make things happen.
• Strategically tenacious. You combine astute judgment about which opportunities matter with dogged determination to win them. When one door shuts on a great opportunity, you make sure another one opens.
• Technically fluent. You speak the language of our customers, and know what the words mean. You get curious when a conversation gets technical, can explain our capabilities accurately, and recognize when a technical counterpart needs to take over.
• Intellectually honest. You know there's one job that underpins every other in a startup: find the truth. You listen closely, ask about actual behavior, and investigate answers that don't add up. You don't mistake compliments for demand or keep a dead opportunity alive to make the pipeline look better.
• Pragmatic in the face of ambiguity. You have a knack for finding simple solutions to complex problems when the path isn't laid out for you. You're not intimidated by designing commercial models or helping to mature a product.
• Ability to close. You build champions, reach decision-makers, and methodically uncover what stands between interest and a purchase. You're a natural negotiator and enjoy delivering win-win outcomes.
• Create value before you consume. You're generous with insights, thoughtful introductions, and practical help, always giving before asking for anything in return. When you ask for a customer's time or budget, you can explain what they stand to gain and hold us to delivering it.

Compensation & Benefits

Base salary range of $175,500 to $230,000. Compensation also includes an annual bonus, equity, and a comprehensive benefits package including medical, dental, and vision coverage, 401(k), and more.

Location & Work Model

This role is based in our San Francisco office, with three days per week in office.

Inclusive Application

We know the strongest candidates don't always tick every box. If you're excited about this role and believe you could do it well, we encourage you to apply even if your experience doesn't match every qualification listed - you may be exactly who we're looking for.