Strategic Account Executive, Physical AI

Lightwheel; Mountain View (CA); On-site; USD 150,000 - 190,000; Full time

Benefits offered by this job

Medical benefits

401(k) match

Growth & development

Relocation assistance

Visa sponsorship

Job summary

Lightwheel seeks a Strategic Account Executive to own and expand its most strategic enterprise customer relationships in the Mountain View area. You will lead complex sales cycles from discovery through technical validation, commercial negotiation, contract execution and long-term expansion.

You will identify, pursue and close high-value enterprise opportunities, build multi-threaded relationships across research, engineering, product, procurement and legal teams, and drive revenue growth

Qualifications

• 3+ years of experience in enterprise sales, strategic accounts, technical sales or complex business development.
• Proven track record of closing large, multi-stakeholder enterprise deals.
• Strong executive communication, negotiation and relationship management skills.
• Ability to operate independently in a fast-moving technical environment.
• Prior experience serving frontier AI labs, foundation model companies, leading robotics companies or large industrial enterprises.
• Background in AI, robotics, simulation, cloud infrastructure, data platforms, developer tools, autonomous systems or industrial technology.
• Existing executive or technical network within AI, robotics, automotive, manufacturing or industrial markets.

Responsibilities

• Account acquisition & development — identify, pursue and close new enterprise and strategic accounts, focusing on high-value opportunities. Build multi-threaded relationships across research, engineering, product, procurement, legal and executive stakeholders.
• Consultative selling — engage with senior decision-makers to understand business challenges, demonstrate the value of Lightwheel’s solutions and position the company as a strategic partner.
• Pipeline management — build and manage a robust pipeline of opportunities by prospecting, networking and leveraging industry connections; maintain accurate forecasting and reporting.
• Revenue growth — achieve and exceed sales quotas by closing large, complex deals and expanding existing client relationships through upsell and cross-sell opportunities.
• Negotiation & deal closing — lead pricing discussions, contract negotiations and terms agreements with clients, ensuring mutually beneficial partnerships.
• Account strategy — develop account plans for high-value clients to drive engagement and growth, ensuring long-term value for both Lightwheel and the customer.

Skills

Enterprise sales

Strategic accounts

Executive communication

Negotiation

Independent in fast-moving tech env

Multi-stakeholder deals

Job description

About the Role

Strategic Account Executives own and expand Lightwheel’s most strategic enterprise customer relationships. They lead complex sales cycles from discovery through technical validation, commercial negotiation, contract execution, and long‑term expansion.

Responsibilities

• Account acquisition & development — identify, pursue and close new enterprise and strategic accounts, focusing on high‑value opportunities. Build multi‑threaded relationships across research, engineering, product, procurement, legal and executive stakeholders.

• Consultative selling — engage with senior decision‑makers to understand business challenges, demonstrate the value of Lightwheel’s solutions and position the company as a strategic partner.

• Pipeline management — build and manage a robust pipeline of opportunities by prospecting, networking and leveraging industry connections; maintain accurate forecasting and reporting.

• Revenue growth — achieve and exceed sales quotas by closing large, complex deals and expanding existing client relationships through upsell and cross‑sell opportunities.

• Negotiation & deal closing — lead pricing discussions, contract negotiations and terms agreements with clients, ensuring mutually beneficial partnerships.

• Account strategy — develop account plans for high‑value clients to drive engagement and growth, ensuring long‑term value for both Lightwheel and the customer.

Qualifications

• 3+ years of experience in enterprise sales, strategic accounts, technical sales or complex business development.

• Proven track record of closing large, multi‑stakeholder enterprise deals.

• Strong executive communication, negotiation and relationship management skills.

• Ability to operate independently in a fast‑moving technical environment.

Required Skills

• Prior experience serving frontier AI labs, foundation model companies, leading robotics companies or large industrial enterprises.

• Background in AI, robotics, simulation, cloud infrastructure, data platforms, developer tools, autonomous systems or industrial technology.

• Existing executive or technical network within AI, robotics, automotive, manufacturing or industrial markets.

Benefits & Perks

• Comprehensive Medical, Dental, and Vision Insurance

• 401(k) with company match

• Career growth opportunities and a dedicated Learning & Development budget

• Relocation assistance

• Visa sponsorship available for qualified candidates

Equal Opportunity Statement

Lightwheel is committed to diversity and inclusivity in the workplace. We encourage applications from individuals of all backgrounds and experiences.