Special Projects, GTM

Encord; San Francisco, Northern (CA, KY); Hybrid; USD 130,000 - 200,000; Full time

Benefits offered by this job

Competitive pay

Equity

Growth opportunities

In‑office culture

Flexible PTO

Learning budget

Health coverage

Travel opportunities

Offsite events

Job summary

Encord is building the founding sales team to expand its Physical AI offerings for robotics, AVs, and research-driven enterprises. You will own the full sales cycle from prospecting to closing, with clear day‑30 and day‑90 milestones including target accounts, meetings, and pilots.

We value performance, ownership, and the ability to operate in ambiguity within a fast-paced, high-growth startup. This role offers tangible equity, travel across the US and Europe, and a collaborative GTM leadership

Qualifications

• 3–7 years in a B2B SaaS or enterprise tech sales role with quota success.
• Experience selling to technical audiences (ML, data, eng) is a plus.
• Familiarity with data infrastructure, AI tooling, robotics, or autonomous systems is beneficial.
• Exceptional performers from non-traditional SaaS backgrounds are encouraged to apply.

Responsibilities

• Own full sales cycle end-to-end from outbound to close with pipeline support.
• Sell to Physical AI teams across robotics, autonomous vehicles, and research applications, from startups to enterprises.
• Build deep relationships with heads of autonomy, VP AI, ML leads, and data ops teams.
• Develop a sharp point of view on the Physical AI landscape and customer pain points.
• Partner with Product, Engineering, and CS to feed customer insights into the roadmap.
• Help sharpen ICP as new use cases and geographies are added.
• Forecast accurately and maintain pipeline discipline with rigor.

Skills

Top performer

Tech-savvy

Relationship builder

Ambiguity tolerance

Entrepreneurial

Resilient

Tools

CRM

Job description

About us

Encord is the universal data layer for AI that helps 300+ AI teams train and run models on the right data. Our platform indexes, curates, annotates, and evaluates data across the full AI lifecycle, from development through production.

Trusted by Woven by Toyota, AXA, UiPath, Zipline, and more. We're an ambitious team of 100+ working at the frontier of AI and have raised $60M in Series C funding from Wellington Management, CRV, Next47 and Y Combinator.

The role

Physical AI is our fastest-growing segment. Over the past 12 months, we've grown Physical AI revenue 10x. The companies building the next generation of robotics, autonomous vehicles, and intelligent physical systems have a data problem — and Encord is the only full-stack solution built to solve it.

We're now building the founding sales team that will take this to market.

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. By day 30, you will have identified target accounts and booked meetings; by day 90, you will have closed your first pilot with a robotics or AV firm.

You'll report to the Head of Physical AI and work in close partnership with our founders and GTM leadership. Pipeline generation support is in place. Your job is to run deals with conviction and build the kind of customer relationships that compound over time.

This is not a role for someone who wants a defined playbook handed to them. It's a role for someone who wants to help write it.

What you’ll do

• 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

Who we’re looking for

• 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

• Exceptional candidates from outside traditional SaaS sales will be considered: if you've performed at the top of a demanding, competitive field and can demonstrate it, we want to hear from you

Why Encord

• Competitive salary, commission, and meaningful equity in a high-growth start-up

• Clear, accelerated growth opportunities as the company scales rapidly

• Strong in-person culture: 4 days/week

• Flexible PTO to fully recharge

• Annual learning & development budget

• Comprehensive health, dental, and vision coverage

• Frequent travel opportunities across the U.S., London, and Europe

• Bi-annual company offsites, twice-weekly team lunches, and monthly socials