The RoleAs our dedicated BD hire for the developer market, you'll own the relationships that shape how Dexmate's platform gets adopted by the technical community. You'll close strategic partnerships with AI companies, robotics OEMs, and research institutions - and work closely with our engineering, product, and developer relations teams to ensure partners succeed on Dexmate's platform. This is a high-impact, highly autonomous role.
What You'll Do- Own the developer partner pipeline - identify, qualify, and close strategic BD deals with potential customers that want to build on or integrate with Dexmate's robots.
- Build the go-to-market playbook - define how we enter the developer market: partnership tiers, commercial structures, co-development agreements, and API licensing frameworks.
- Drive technical partnerships - work alongside engineering and product to structure integrations, pilot programs, and joint development agreements with partners such as foundation model labs and robotics autonomy providers.
- Represent Dexmate at key industry events - including robotics and AI conferences (CoRL, ICLR, NVIDIA GTC, ICRA, NeurIPS, etc.) and targeted developer community touchpoints.
- Negotiate and close - lead end-to-end commercial negotiations including NDAs, MOUs, licensing agreements, and partnership contracts in collaboration with legal counsel.
- Build relationships with decision-makers - develop C-level and VP-level relationships at target organizations across the physical AI and robotics ecosystem.
- Feed product with market intelligence - surface developer needs, competitive dynamics, and ecosystem gaps to inform our SDK and platform roadmap.
- Grow the developer community - collaborate with DevRel to convert BD relationships into active builders through grant programs, early access partnerships, and co-marketing.
What we need to see- 7+ years in BD, strategic partnerships, or enterprise sales in robotics, deep tech, AI, or developer platforms.
- Demonstrated track record of independently closing multi-million dollar partnerships or licensing deals - you have owned the full deal cycle, from first conversation to signed contract, on meaningful commercial terms.
- Technical fluency to engage credibly with engineers on topics including robotics platforms, data pipelines, SDKs, and AI model integration.
- Experience structuring non-standard commercial agreements: co-development deals, licensing agreements, data-sharing frameworks, and joint development contracts.
- Strong executive presence with the ability to build and maintain C-suite and VP-level relationships at target organizations.
- Ability to travel ~25% for conferences, partner meetings, and customer visits.
Ways to stand out from the crowd- Experience with developer platform GTM - you've driven adoption of an SDK, API, or developer tool and understand what it takes to turn engineers into active builders.
- Background at a foundation model lab or AI research organization - you have relationships and credibility in the research and model development community.
- Experience with federal or defense robotics contracts - you've navigated government procurement, program offices, or dual-use technology agreements.
- University research or grant program experience - you've built partnerships with academic labs, managed research grants, or run sponsored research and equipment access programs.
