Business Development Lead

Humble Robotics; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Competitive compensation and equity

Medical, Dental and Vision coverage

Take what you need vacation policy

Fully stocked kitchen with drinks, sn

Collaborative in office environment in

Job summary

Humble Robotics in San Francisco is seeking a generalist business development operator to work closely with the Head of Commercialization on first-of-kind enterprise partnerships and data collaborations. You will draft term sheets, model deals, negotiate with the CCO, and drive opportunities across the pipeline, with high ownership and visibility into strategic accounts.

The role primarily expects in-office work from our San Francisco headquarters, with potential remote candidates in Chicago or

Qualifications

• 6+ years in business development, corporate development, partnerships, or enterprise sales in logistics, transportation, industrial technology, or an adjacent field.
• Evidence of structuring novel or first-of-kind commercial agreements, not only selling an established product against a price list.
• Strong modeling skills: you can build the deal economics and mark up the term sheet and have the ability to articulate to a wide range of stakeholders (manufacturers, government agencies, port terminals, and many more)
• A track record of generating your own pipeline and operating independently in ambiguity
• Willingness to travel to customer sites regularly
• Eligible to work in the United States

Responsibilities

• Partner with the Head of Commercialization to structure enterprise agreements: design partnerships, through multi-year ramp commitments
• Create and negotiate data partnerships, including host-fleet sensor programs and the freight and lane-data structures around them
• Build and run pursuit plans for strategic accounts across verticals
• Open doors for Humble through all channels including conferences, warm networks, and direct outreach that lands meetings with fleet, port, and enterprise supply chain executives
• Flex into strategy with deal modeling, pricing analysis, and partner materials

Skills

Business development

Enterprise sales

Partnerships

Deal structuring

Financial modeling

Travel willingness

US work authorization

Job description

About Humble Robotics

Working at Humble Robotics means taking on the biggest change in ground transportation in decades. We're building an autonomous, zero-emissions hauler that dramatically lowers the cost of freight with groundbreaking vision-based AI, designed for today's global logistics network.

We're a fast-moving, close-knit team of AV industry veterans and innovative thinkers. We don't believe culture can be engineered - but when it falls into place, it's a once-in-a-lifetime adventure.

Progress has never felt so present.

About The Role

We're looking for a generalist business development operator to work directly with the Head of Commercialization on the deals that define the company. This is not a quota-carrying seat selling a finished product; it is a first-BD-hire role structuring first-of-kind agreements: enterprise design partnerships, milestone-gated ramp commitments, and the data partnerships that put our sensor kits on host fleets. You can build the deal model, draft the term sheet, run the negotiation alongside the CCO, and open the next door yourself. High ambiguity, high ownership, direct exposure to every strategic account in the pipeline.

Our goal is that the person who fills this role would primarily work from Humble Robotics' San Francisco office 5 days a week. We aim to create an in office environment that fosters a collaborative, generative atmosphere where the team can build together. We'll consider remote candidates based in the Chicago or Los Angeles for this position.

What You’ll Do

• Partner with the Head of Commercialization to structure enterprise agreements: design partnerships, through multi-year ramp commitments
• Create and negotiate data partnerships, including host-fleet sensor programs and the freight and lane-data structures around them
• Build and run pursuit plans for strategic accounts across verticals
• Open doors for Humble through all channels including conferences, warm networks, and direct outreach that lands meetings with fleet, port, and enterprise supply chain executives
• Flex into strategy with deal modeling, pricing analysis, and partner materials

What You Bring

• 6+ years in business development, corporate development, partnerships, or enterprise sales in logistics, transportation, industrial technology, or an adjacent field
• Evidence of structuring novel or first-of-kind commercial agreements, not only selling an established product against a price list
• Strong modeling skills: you can build the deal economics and mark up the term sheet and have the ability to articulate to a wide range of stakeholders (manufacturers, government agencies, port terminals, and many more)
• A track record of generating your own pipeline and operating independently in ambiguity
• Willingness to travel to customer sites regularly
• Eligible to work in the United States

Bonus Points

• Freight, supply chain, or fleet domain experience
• Experience with data, technology, or strategic partnerships
• Early employee experience at a venture-backed company, building the function from zero
• Comfort working on a small team with high ownership, low ego, and fast iteration

We operate in a fast-moving field, and we don't expect any one candidate to tick every box above. If you're excited about building the systems that enable autonomous trucks to get safely on the road, and your background covers most — but not all — of what we've listed, we'd still love to hear from you. Humble Robotics is built by people who grew into the hardest problems in this field, not just people who'd already solved them.

Compensation

This role is eligible for base salary + benefits + equity compensation. Salary ranges are determined by role, level, and location. Within the range, individual pay is determined by additional factors, including qualifications, skills, experience, and location.

Perks And Benefits

• Competitive compensation and equity
• Medical, Dental and Vision coverage for full-time employees
• Take what you need vacation policy
• Fully stocked kitchen with drinks, snacks and weekly catered meals
• Collaborative in office environment located in San Francisco

Humble Robotics is an equal opportunity employer. We celebrate diversity and are committed to creating a supportive, inclusive, and accessible workplace for all our employees. We seek applicants of all backgrounds and identities, across race, color, ethnicity, national origin or ancestry, age, citizenship, religion, sex, sexual orientation, gender identity or expression, or any other characteristic protected by law. Humble Robotics will consider qualified applicants with arrest and conviction records in a manner consistent with local ordinances.

We make workplace accommodations for qualified individuals with disabilities as required by applicable law. If reasonable accommodation is needed to participate in the job application or interview process, please let our Talent team know.

As part of the interview process, we may use Artificial Intelligence (AI) tools to compare your qualifications and experience to the job description. A human reviews all AI output and makes a final hiring decision. Humble Robotics does not rely on the output to make any employment decisions. Some applicants may have a legal right to opt-out of the use of AI as part of our interview process. Contact [e-mail] to exercise this right or if you have further questions on the use of AI tools in our hiring process.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.