Special Projects, GTM

About the role

This is a full-cycle commercial closing 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.

Responsibilities

• Own the full sales cycle end-to-end, from outbound through close, with pipeline generation support
• Sell into Physical AI teams across robotics, autonomous vehicles, and research applications — from high-growth startups to large-scale enterprise programs
• Build deep relationships with technical and executive buyers: heads of autonomy, VP AI, ML engineering leaders, and data operations teams
• Develop a sharp point of view on the Physical AI landscape — understanding where customer pain is sharpest and how Encord's platform delivers measurable impact
• Partner closely with Product, Engineering, and Customer Success to bring customer insight back into the roadmap
• Help sharpen the ICP as we expand into new Physical AI use cases and geographies
• Forecast accurately, maintain pipeline discipline, and operate with the rigor of someone building something that will outlast them

Requirements

• A consistent top or near-top performer in your current or most recent sales role
• Comfortable selling technically complex solutions to skeptical, STEM-trained buyers — you don't need to be an engineer, but you can hold the room with one
• Energized by ambiguity and early-stage environments where you have real ownership and real accountability
• A natural relationship builder who earns trust through preparation, follow-through, and genuine curiosity about customer problems
• Entrepreneurial by disposition — you see gaps as opportunities, not blockers
• Resilient, high-output, and genuinely motivated by the quality of your work

Experience Requirements

• 3 to 7 years in a B2B SaaS or enterprise technology sales role, with a track record of hitting or exceeding quota
• Experience selling to technical audiences — ML, data, or engineering teams — is a strong advantage
• Familiarity 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 go