GTM Manager / Head of GTM

Accountabilities

• Define and continuously refine the ideal customer profile, priority segments, buyer personas, target accounts, and market positioning across Physical AI and robotics.


• Build and execute the go-to-market strategy, covering positioning, customer acquisition, sales channels, partnerships, and commercial development.


• Generate qualified pipeline through targeted outbound prospecting, founder networks, strategic partnerships, industry events, and relevant inbound opportunities.


• Own the full sales cycle, including prospecting, discovery, qualification, proposal development, negotiation, and closing.


• Build relationships with technical decision-makers, budget owners, executive sponsors, and other stakeholders involved in complex purchasing decisions.


• Understand customer data-generation and model-evaluation challenges, purchasing criteria, budgets, timelines, and decision-making processes.


• Translate technical capabilities into clear business value, differentiated messaging, commercial materials, and compelling customer proposals.


• Partner with technical teams to structure commercially viable pilots and proof-of-concept engagements with measurable success criteria and defined paths to paid adoption.


• Support pricing and packaging decisions using customer feedback, willingness-to-pay signals, delivery economics, and market intelligence.


• Convert pilots and early engagements into paid contracts, renewals, and opportunities for account expansion.


• Identify and develop strategic partnerships that can create customer access and new revenue opportunities.


• Maintain accurate pipeline data and provide realistic forecasts covering deal progress, priorities, risks, buying signals, and next steps.


• Track key commercial metrics, including conversion rates, sales-cycle duration, deal value, and reasons for wins and losses.


• Bring customer and market insights back to product, research, and engineering teams to inform positioning, offerings, and product direction.


• Build repeatable sales processes, qualification frameworks, and commercial playbooks as the business scales.

• Demonstrated experience in B2B go-to-market, business development, or full-cycle sales for technical products or services.


• Proven track record of personally generating pipeline and closing revenue rather than solely managing a sales team.


• Experience selling to technical buyers and navigating complex, multi-stakeholder sales processes.


• Strong discovery and consultative selling skills, with the ability to connect customer challenges to compelling value propositions.


• Confidence leading commercial conversations, developing proposals, negotiating terms, and progressing opportunities toward decisions.


• Ability to understand and credibly communicate technical concepts while collaborating effectively with subject-matter experts.


• Experience defining target segments, developing market positioning, and testing customer-acquisition channels.


• Strong commercial judgment and disciplined approaches to qualification, prioritization, pipeline management, forecasting, and deal execution.


• High ownership, initiative, and comfort building processes from the ground up in an early-stage environment.


• Strong communication, relationship-building, negotiation, and presentation skills.


• Experience with AI, robotics, data platforms, infrastructure, developer tools, enterprise SaaS, or technical services is an asset.


• Existing relationships within robotics companies, AI labs, or enterprise AI teams are a plus.


• Experience transitioning founder-led sales into scalable and repeatable commercial processes is highly valued.


• Experience structuring technical pilots or proof-of-concept engagements and converting them into paid contracts is an advantage.


• Familiarity with pricing and packaging for software, data, or technical services is beneficial.


• Experience developing revenue-generating partnerships or helping a new offering enter a market is a plus.


• Genuine curiosity about AI, robotics, data, and emerging technologies, with the ability to engage credibly with technical stakeholders.

• Fully remote position.


• Significant autonomy and ownership over the commercial function and go-to-market strategy.


• Direct access to founders and close collaboration with product, research, and engineering leadership.


• Opportunity to build a commercial engine and sales processes from an early stage rather than inheriting an established playbook.


• Meaningful influence over revenue strategy, market positioning, customer development, and product direction.


• Opportunity to work at the intersection of AI, robotics, data generation, and model evaluation.


• High-impact environment with opportunities to shape repeatable acquisition, sales, partnership, and expansion processes.


• Exposure to technical customers, emerging AI applications, and complex enterprise buying environments.

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