Senior Business Development Manager – Physical AI Solutions (North America)

WeRide; San Jose (CA); Remote; USD 160,000 - 230,000; Full time

Benefits offered by this job

Premium medical/dental/vision

Free daily meals

Paid vacations and holidays

401K plan

Job summary

WeRide seeks a high-agency business developer to own accounts from first contact to expansion. This quota-carrying IC will manage registered accounts through discovery, pilots, contracts, delivery, and revenue expansion, focusing on enterprise robotics and autonomy in the US.

Remote within the US with travel; strong English, credibility with technical buyers, and a proven record of opening accounts and closing paid pilots are essential. Base pay ranges with bonus and equity are offered.

Qualifications

• 6+ years in enterprise technical sales or comparable role.
• 3+ years selling into robotics, AI, autonomy, sensors, or related infrastructure.
• Proven ability to open accounts, win paid pilots, close contracts and expand revenue.

Responsibilities

• Build pipeline through existing relationships, outbound, referrals, events, and partners.
• Secure direct access to technical champions, exec sponsors, and economic buyers.
• Lead discovery and translate customer needs into clear offers.
• Convert qualified demand into paid pilots with measurable acceptance criteria and expansion paths.
• Own pricing, proposals, negotiation, contracts, forecasting, close, collection and growth.
• Carry a personal revenue target and maintain discipline on qualification, discounting, margin and payment terms.
• Keep account ownership, activity, pipeline and next steps current in the CRM.
• Coordinate internal teams and bring market feedback back to product.

Skills

Enterprise sales

Account leadership

Technical credibility

English comms

Job description

Established in 2017, WeRide (NASDAQ: WRD) is a leading global commercial-stage company that develops autonomous driving technologies from Level 2 to Level 4 and is the world's first publicly listed autonomous vehicle (AV) company. Its business footprint now spans more than 60 cities across 13 countries. Powered by the intelligent, versatile, and highly adaptable WeRide One platform, the company provides autonomous driving products and services ranging from Level 2 to Level 4, addressing mobility, logistics, and urban services.

WeRide builds Physical AI solutions for advanced AI and robotic systems, including ready-to-deploy capability stacks, purpose-built hardware, and customized solution programs.

We are looking for a high-agency, hands-on business developer who can open accounts and personally close complex technical deals. This is a quota-carrying individual contributor role, not a people-management position. You will own registered accounts from first contact through discovery, paid pilot, contract, delivery, collection, and expansion.

What We Sell:

• Ready-to-deploy Physical AI solutions: licensable capability stacks organized by task, environment, modality, quality, and permitted use.
• Purpose-built hardware: wearable and environment-specific systems combining sensors, synchronization, calibration, field tooling, and support.
• Customized solution services: programs covering scenario design, integration, quality assurance, delivery, evaluation, and ongoing support.

What You Will Own:

• Build pipeline through existing relationships, targeted outbound, referrals, events, and partners.
• Secure direct access to technical champions, executive sponsors, and economic buyers.
• Lead technical and commercial discovery and translate customer needs into clear offers.
• Convert qualified demand into paid pilots with measurable acceptance criteria and expansion paths.
• Own pricing, proposals, negotiation, contracts, forecasting, close, collection, and account growth.
• Carry a personal revenue target and maintain discipline on qualification, discounting, margin, and payment terms.
• Keep account ownership, activity, pipeline, and next steps current in the CRM.
• Coordinate internal technical and delivery teams while bringing market feedback back to product.

Qualifications:

• 6+ years in enterprise technical sales, business development, strategic accounts, or a comparable commercial role.
• 3+ years selling into robotics, embodied AI, autonomy, sensors, computer vision, or related infrastructure.
• Existing relationships with relevant technical and commercial decision-makers and the ability to reach them directly.
• A record of personally opening accounts, winning paid pilots, closing contracts, and expanding revenue.
• Strong commercial judgment across qualification, pricing, negotiation, procurement, contracts, margin, and collections.
• Excellent written and verbal English and the ability to operate independently in an early-stage environment.

Technical Fluency & Travel Requirement:

• You do not need to be an ML engineer, but you must be credible with technical buyers. You should understand common sensor modalities, synchronization and calibration, system integration and QA, long-tail failures, domain gaps, safety and operational constraints, acceptance criteria, and solution usage rights—and how they affect scope, cost, delivery risk, and commercial value
• This role is remote within the United States, with a preference for candidates based in the San Francisco Bay Area or able to spend meaningful time there. Travel of approximately 30-50% is expected for customer meetings, onsite programs, industry events, and partner engagement

WeRide.ai offers competitive salary depending on the experience. Employee benefits include:

• Premium Medical, Dental and Vision Plan (No cost from employees or their families)
• Free Daily Breakfast, Lunch and Dinner
• Paid vacations and holidays
• 401K plan
• 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.
• Your base pay is one part of your total compensation package. For this position, the reasonably expected pay range is between $160,000 - $230,000 for the level at which this job has been scoped. Your base pay will depend on several factors, including your experience, qualifications, education, location, and skills. In the event that you are considered for a different level, a higher or lower pay range would apply. This position is also eligible for an annual performance bonus, equity, and a competitive benefits package.