Founding Account Executive - Physical AI
for sections like About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule. Only include sections that have real specific content. Need to parse the posting.
We need to extract sections: About the role (maybe description), Responsibilities (what they will do), Requirements/Qualifications/Skills (preferred experience, who this is for, who this isn't for). Benefits, Pay, Schedule.
We must not repeat job title as heading. No Job ID etc. Remove boilerplate like EEO, equal opportunity, application instructions (How to apply). Also remove navigation/cookie etc. The posting includes "How to apply" and "Formant is an equal opportunity employer." Should be removed.
We need to preserve all substantive info.
Let's identify content:
- Intro paragraph about Physical AI, Formant, etc. Could be "About the role" or maybe "About the company". But we need sections: About the role (maybe the paragraph describing role). The posting has a section titled "The role". That's like description of role. Could map to "About the role". We'll put that under About the role
with paragraphs.
- Then "In your first six months, you will:" bullet list. That's responsibilities. So we can have Responsibilities
with - items.
- Then "Who this is for" and "What matters is that you can hold both..." That's qualifications/skills. Could be under
Qualifications
or Skills
. Also "Preferred experience" and "Who this isn't for". We'll combine into Qualifications/Skills.
We need to decide which headings to use. The instruction: use for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we can pick those that have content.
We have content for About the role (the role description). Responsibilities (first six months). Qualifications/Skills (who this is for, preferred experience, who this isn't for). Pay (Compensation: $145k–$200k base + variable, plus meaningful equity). Schedule (Location: Bay Area, hybrid — 2 days in office / remote with travel expectations). Benefits? Not explicitly listed besides equity maybe considered benefit. There's no explicit benefits like health, etc. So we may not include Benefits unless we have real specific content. The posting mentions "meaningful equity" but that's part of compensation. No other benefits. So we skip Benefits.
We also have Travel expectations: "Travel: Regular. Conferences, customer sites, partner labs." That could be part of Schedule or maybe separate but we can include under Schedule.
We must not include placeholder text like "commensurate with experience". Not present.
We must not invent or summarize away detail. Keep all substantive info.
We need to output only HTML fragment, no /, no markdown fences.
Let's craft:
About the role
Formant is the operating layer underneath physical AI, the neutral convener where frontier AI labs and hardware powerhouses meet, and the system their physical agents run on in production. The company is roughly 15 people, writing the category in real time with a small number of teams, intending to be one of them.
But we need to preserve all substantive info: The intro paragraph about Physical AI leaving the lab, frontier models meeting real machines, etc. Also the description of Formant. Let's capture that.
Original text:
"Founding Account Executive - Physical AIThe momentPhysical AI is leaving the lab. Frontier models are meeting real machines in real buildings, doing real work — and almost nobody has figured out what happens next. Fleets that need to be watched. Autonomy that needs to be bounded. Knowledge that needs to compound instead of evaporating when an engineer leaves. Formant is the operating layer underneath all of it. We are the neutral convener: the place frontier AI labs and hardware powerhouses meet, and the system their physical agents run on in production. We are roughly 15 people. The category is being written in real time by a small number of teams. We intend to be one of them."
We need to keep that as About the role? Actually that's more about the company/market. But we can put under About the role.
Then "The role" section: "This is not a seat on a machine someone else built. There is no playbook to inherit. You will write one. In your first six months, you will: ..." So we could split: About the role includes company/market description; Responsibilities includes the six months bullet list.
Let's extract bullet list:
- Open doors that don't exist yet. Find the labs, integrators, OEMs, and operators building physical AI, and get into the room. Cold, warm, conference floor, group chat — whatever it takes. Most of these conversations will go nowhere. You will keep making them.
- Turn conversations into partnerships. Take an early signal and carry it all the way to a signed, shipped, referenceable deployment. Not a logo slide — a working thing in the world.
- Find the shape of the market. Notice which pitch lands and which dies. Write down why. Change what we say next week. Repeat until it's a repeatable motion, then hand it to the next person we hire.
We need to keep each as - .
Now "Who this is for" section:
"The line between technical people and go-to-market people is dissolving. We don't care which side you started on. We need a full stack GTM hacker. You may have been a founder — you raised, you sold, you shipped, you did the taxes.You may be a business person who is unafraid to read the docs, run the SDK, and hold your own with a robotics engineer.You may be an engineer who is unafraid to walk onto a factory floor, into a conference hall, or into a room of strangers and start connecting. What matters is that you can hold both and expand into whatever the company needs next quarter. You should be: A generalist by conviction, not by accident. You've deliberately built range because narrow roles bore you.Genuinely fired up about physical AI. Not "AI is hot." You have opinions about what happens when models get bodies.Comfortable with ambiguity that never fully resolves. Some weeks the priority changes on Wednesday.Willing to knock on every door. Rejection is the job, not a signal that something has gone wrong.Honest under pressure. We would rather hear the bad number early than the good story late."
We can turn that into a paragraph or list. Since it's prose, we can keep as
.
Then "Preferred experience":
"Experience in sales, partnerships, or account management of a highly technical product — at a B2B SaaS, frontier AI, physical AI startup, or data collection company.Experience working with both startups and enterprise companies, and comfort navigating both fast and longer sales cycles.Experience negotiating and closing deals from all sizes"
We can make a
- list.
Then "Who this isn't for":
"Someone who needs a defined territory, a quota model, and a marketing team feeding them leads. That infrastructure does not exist here. You are the infrastructure."
We can include as
under Qualifications maybe.
Then "Practicals":
"Location: Bay Area, hybrid — 2 days in office / remote with travel expectationsCompensation: $145k–$200k base + variable, plus meaningful equityTravel: Regular. Conferences, customer sites, partner labs.Reports to: Anne Puyt, VP of GTM"
We need to split into sections: Pay, Schedule (location/hybrid/travel), maybe Reports to is metadata but we can fold into short
or drop. The instruction: do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short
or drop it. Reports to is minor metadata; we can include in a short
under Schedule or separate? Probably we can include under Schedule as a note.
We need to create Pay section:
Pay
with $145k–$200k base + variable, plus meaningful equity
Schedule section: Schedule
with Location: Bay Area, hybrid — 2 days in office / remote with travel expectations. Travel: Regular. Conferences, customer sites, partner labs. Reports to: Anne Puyt, VP of GTM.
We should not include Benefits section because no specific benefits listed.
Now ensure we don't repeat job title as heading. We didn't.
We must not include application instructions (How to apply) or EEO. Remove those.
Now produce HTML fragment:
About the role
Physical AI is leaving the lab. Frontier models are meeting real machines in real buildings, doing real work — and almost nobody has figured out what happens next. Fleets that need to be watched. Autonomy that needs to be bounded. Knowledge that needs to compound instead of evaporating when an engineer leaves. Formant is the operating layer underneath all of it. We are the neutral convener: the place frontier AI labs and hardware powerhouses meet, and the system their physical agents run on in production. We are roughly 15 people. The category is being written in real time by a small number of teams. We intend to be one of them.
Responsibilities
- Open doors that don't exist yet. Find the labs, integrators, OEMs, and operators building physical AI, and get into the room. Cold, warm, conference floor, group chat — whatever it takes. Most of these conversations will go nowhere. You will keep making them.
- Turn conversations into partnerships. Take an early signal and carry it all the way to a signed, shipped, referenceable deployment. Not a logo slide — a working thing in the world.
- Find the shape of the market. Notice which pitch lands and which dies. Write down why. Change what we say next week. Repeat until it's a repeatable motion, then hand it to the next person we hire.
Qualifications
The line between technical people and go-to-market people is dissolving. We don't care which side you started on. We need a full stack GTM hacker. You may have been a founder — you raised, you sold, you shipped, you did the taxes. You may be a business person who is unafraid to read the docs, run the SDK, and hold your own with a robotics engineer. You may be an engineer who is unafraid to walk onto a factory floor, into a conference hall, or into a room of strangers and start connecting. What matters is that you can hold both and expand into whatever the company needs next quarter. You should be: A generalist by conviction, not by accident. You've deliberately built range because narrow roles bore you. Genuinely fired up about physical AI. Not "AI is hot." You have opinions about what happens when models get bodies. Comfortable with ambiguity that never fully resolves. Some weeks the priority changes on Wednesday. Willing to knock on every door. Rejection is the job, not a signal that something has gone wrong. Honest under pressure. We would rather hear the bad number early than the good story late.
- Experience in sales, partnerships, or account management of a highly technical product — at a B2B SaaS, frontier AI, physical AI startup, or data collection company.
- Experience working with both startups and enterprise companies, and comfort navigating both fast and longer sales cycles.
- Experience negotiating and closing deals from all sizes.
Who this isn't for: Someone who needs a defined territory, a quota model, and a marketing team feeding them leads. That infrastructure does not exist here. You are the infrastructure.
Pay
Qualifications
orSkills
. Also "Preferred experience" and "Who this isn't for". We'll combine into Qualifications/Skills. We need to decide which headings to use. The instruction: use for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we can pick those that have content.
We have content for About the role (the role description). Responsibilities (first six months). Qualifications/Skills (who this is for, preferred experience, who this isn't for). Pay (Compensation: $145k–$200k base + variable, plus meaningful equity). Schedule (Location: Bay Area, hybrid — 2 days in office / remote with travel expectations). Benefits? Not explicitly listed besides equity maybe considered benefit. There's no explicit benefits like health, etc. So we may not include Benefits unless we have real specific content. The posting mentions "meaningful equity" but that's part of compensation. No other benefits. So we skip Benefits.
We also have Travel expectations: "Travel: Regular. Conferences, customer sites, partner labs." That could be part of Schedule or maybe separate but we can include under Schedule.
We must not include placeholder text like "commensurate with experience". Not present.
We must not invent or summarize away detail. Keep all substantive info.
We need to output only HTML fragment, no /, no markdown fences.
Let's craft:
About the role
Formant is the operating layer underneath physical AI, the neutral convener where frontier AI labs and hardware powerhouses meet, and the system their physical agents run on in production. The company is roughly 15 people, writing the category in real time with a small number of teams, intending to be one of them.
But we need to preserve all substantive info: The intro paragraph about Physical AI leaving the lab, frontier models meeting real machines, etc. Also the description of Formant. Let's capture that. Original text: "Founding Account Executive - Physical AIThe momentPhysical AI is leaving the lab. Frontier models are meeting real machines in real buildings, doing real work — and almost nobody has figured out what happens next. Fleets that need to be watched. Autonomy that needs to be bounded. Knowledge that needs to compound instead of evaporating when an engineer leaves. Formant is the operating layer underneath all of it. We are the neutral convener: the place frontier AI labs and hardware powerhouses meet, and the system their physical agents run on in production. We are roughly 15 people. The category is being written in real time by a small number of teams. We intend to be one of them." We need to keep that as About the role? Actually that's more about the company/market. But we can put under About the role. Then "The role" section: "This is not a seat on a machine someone else built. There is no playbook to inherit. You will write one. In your first six months, you will: ..." So we could split: About the role includes company/market description; Responsibilities includes the six months bullet list. Let's extract bullet list: - Open doors that don't exist yet. Find the labs, integrators, OEMs, and operators building physical AI, and get into the room. Cold, warm, conference floor, group chat — whatever it takes. Most of these conversations will go nowhere. You will keep making them. - Turn conversations into partnerships. Take an early signal and carry it all the way to a signed, shipped, referenceable deployment. Not a logo slide — a working thing in the world. - Find the shape of the market. Notice which pitch lands and which dies. Write down why. Change what we say next week. Repeat until it's a repeatable motion, then hand it to the next person we hire. We need to keep each as. Then "Preferred experience": "Experience in sales, partnerships, or account management of a highly technical product — at a B2B SaaS, frontier AI, physical AI startup, or data collection company.Experience working with both startups and enterprise companies, and comfort navigating both fast and longer sales cycles.Experience negotiating and closing deals from all sizes" We can make a
- list.
Then "Who this isn't for":
"Someone who needs a defined territory, a quota model, and a marketing team feeding them leads. That infrastructure does not exist here. You are the infrastructure."
We can include as
under Qualifications maybe. Then "Practicals": "Location: Bay Area, hybrid — 2 days in office / remote with travel expectationsCompensation: $145k–$200k base + variable, plus meaningful equityTravel: Regular. Conferences, customer sites, partner labs.Reports to: Anne Puyt, VP of GTM" We need to split into sections: Pay, Schedule (location/hybrid/travel), maybe Reports to is metadata but we can fold into short
or drop. The instruction: do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short
or drop it. Reports to is minor metadata; we can include in a short
under Schedule or separate? Probably we can include under Schedule as a note. We need to create Pay section:
Pay
with$145k–$200k base + variable, plus meaningful equity
Schedule section:Schedule
withLocation: Bay Area, hybrid — 2 days in office / remote with travel expectations. Travel: Regular. Conferences, customer sites, partner labs. Reports to: Anne Puyt, VP of GTM.
We should not include Benefits section because no specific benefits listed. Now ensure we don't repeat job title as heading. We didn't. We must not include application instructions (How to apply) or EEO. Remove those. Now produce HTML fragment:About the role
Physical AI is leaving the lab. Frontier models are meeting real machines in real buildings, doing real work — and almost nobody has figured out what happens next. Fleets that need to be watched. Autonomy that needs to be bounded. Knowledge that needs to compound instead of evaporating when an engineer leaves. Formant is the operating layer underneath all of it. We are the neutral convener: the place frontier AI labs and hardware powerhouses meet, and the system their physical agents run on in production. We are roughly 15 people. The category is being written in real time by a small number of teams. We intend to be one of them.
Responsibilities
- Open doors that don't exist yet. Find the labs, integrators, OEMs, and operators building physical AI, and get into the room. Cold, warm, conference floor, group chat — whatever it takes. Most of these conversations will go nowhere. You will keep making them.
- Turn conversations into partnerships. Take an early signal and carry it all the way to a signed, shipped, referenceable deployment. Not a logo slide — a working thing in the world.
- Find the shape of the market. Notice which pitch lands and which dies. Write down why. Change what we say next week. Repeat until it's a repeatable motion, then hand it to the next person we hire.
Qualifications
The line between technical people and go-to-market people is dissolving. We don't care which side you started on. We need a full stack GTM hacker. You may have been a founder — you raised, you sold, you shipped, you did the taxes. You may be a business person who is unafraid to read the docs, run the SDK, and hold your own with a robotics engineer. You may be an engineer who is unafraid to walk onto a factory floor, into a conference hall, or into a room of strangers and start connecting. What matters is that you can hold both and expand into whatever the company needs next quarter. You should be: A generalist by conviction, not by accident. You've deliberately built range because narrow roles bore you. Genuinely fired up about physical AI. Not "AI is hot." You have opinions about what happens when models get bodies. Comfortable with ambiguity that never fully resolves. Some weeks the priority changes on Wednesday. Willing to knock on every door. Rejection is the job, not a signal that something has gone wrong. Honest under pressure. We would rather hear the bad number early than the good story late.
- Experience in sales, partnerships, or account management of a highly technical product — at a B2B SaaS, frontier AI, physical AI startup, or data collection company.
- Experience working with both startups and enterprise companies, and comfort navigating both fast and longer sales cycles.
- Experience negotiating and closing deals from all sizes.
Who this isn't for: Someone who needs a defined territory, a quota model, and a marketing team feeding them leads. That infrastructure does not exist here. You are the infrastructure.
Pay