Account Executive

Who you are

• 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
• 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

What the job involves

• 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
• 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

Benefits

• Competitive salary, commission, and meaningful equity in a high-growth startup
• Strong in-person culture: 3–5 days/week in our London, SF, and NYC offices
• Flexible PTO to fully recharge
• Annual learning & development budget
• Frequent travel opportunities across the U.S., London, and Europe
• Bi-annual company offsites, twice-weekly team lunches, and monthly socials
• Company lunches twice a week
• Comprehensive health, dental, and vision coverage
• Clear, accelerated growth opportunities as the company scales rapidly