Job description

ABOUT DEXMATE Dexmate is building the foundation for physical AI — combining a new generation of robots with a universal Physical AI OS, making robots as easy to build and deploy as software. Today, robotics is fragmented, slow, and closed: most builders are forced to reinvent the same stack again and again, and most ideas never make it past the prototype stage. We exist to change that. Our mission is to democratize robotics by lowering the barrier to entry, delivering a plug-and-play platform for developers, researchers, and enterprises, and cultivating an open ecosystem that accelerates the evolution of physical AI. If you want to help shape the next layer of human capability — and believe the future of robotics should be built together, not in isolation — we'd love to build it with you. THE ROLE WHY THIS ROLE IS DIFFERENT We are a fast-paced startup, and this is a build-it role, not a run-the-playbook role. You will sit a few feet from the product team and the founders, and your input on positioning, packaging, roadmap, and which markets we chase will actually change what we do. We want someone creative who tests unconventional plays and brings us real signal from the field. The access and the ownership here are unlike anything you will find at a Fortune 500 company. LOCATION & TRAVEL This role is onsite in Fremont, CA. We work in person because the robots are here and the product team is here. Expect regular travel for industry conferences, customer visits, and on-site pilots. RESPONSIBILITIES - Own full-cycle sales within your assigned segment(s): prospecting, discovery, technical demos and pilots, proposal, negotiation, and close. - Prospect relentlessly and precisely. Build and work your own target account lists against a clearly defined ICP using ZoomInfo, LinkedIn Sales Navigator, and Salesforce — multi-threading into research, engineering, and operations within the same account. - Qualify and forecast with MEDDPICC discipline. Metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, and competition — documented in Salesforce, not carried in your head. - Run and manage on-site or lab pilots and POCs in partnership with Applications Engineering, translating results into a business case: research value, data throughput, or labor cost offset and payback period, depending on the segment. - Adapt your approach and buying-process navigation to the segment — grant-funded academic procurement, fast-moving AI lab deals, or multi-stakeholder commercial pilots — across capital-equipment purchasing and Robot-as-a-Service agreements. - Represent Dexmate credibly against humanoid, robotics-data, and automation competitors — know when our platform is the better fit, and when it isn't. - Work the conference circuit hard to build pipeline and market presence across research, AI-lab, and commercial audiences. - Bring creative, unconventional pipeline plays to the table — new channels, new use cases, new segments — and test them. - Feed customer and competitive signal directly back to product, engineering, and the founders. MINIMUM QUALIFICATIONS - Elite prospecting. You build pipeline yourself and you enjoy it. Hands-on proficiency with ZoomInfo, LinkedIn Sales Navigator, and Salesforce for sourcing, sequencing, and account prioritization — plus the judgment to define and sharpen an ICP rather than spray a list. - MEDDPICC fluency. You've run a structured methodology for real, and your forecast is trusted because your qualification is honest. - 2-3+ years of full-cycle B2B/enterprise sales experience with long, multi-stakeholder cycles. Hardware sales experience is a plus, not a requirement, if you know the customer base well. - Comfort selling into an unproven, fast-changing market — you can educate buyers on a category, not just work an established playbook. - Ability to flex across very different buyers: a Research Scientist or PI on a grant timeline, and a VP of Robotics/Physical AI moving fast on a fleet order or running a multi-month pilot. - Technical fluency: you can talk payload, degrees of freedom, uptime, data and sim workflows, and ROI/payback math credibly with researchers, ML teams, and operations or finance buyers alike. - A track record of quota attainment in a startup or scale-up environment, and comfort with the ambiguity that comes with it. - Creative, resourceful, and self-directed — you'd rather propose a plan than wait for one. - Willingness to travel for conferences, customer visits, and on-site pilots, and to work onsite with the team in Fremont. Nice to have: familiarity with the physical AI / embodied AI ecosystem and its ICP — foundation model labs, robotics data and simulation companies, academic robotics groups — and genuine interest in where the space is heading.

Requirements

Must-haves

This role is onsite in Fremont, CA. We work in person because the robots are here and the product team is here. Expect regular travel for industry conferences, customer visits, and on-site pilots.
Own full-cycle sales within your assigned segment(s): prospecting, discovery, technical demos and pilots, proposal, negotiation, and close.
Qualify and forecast with MEDDPICC discipline. Metrics, economic buyer, decision criteria, decision process, paper process, identified pain, champion, and competition — documented in Salesforce, not carried in your head.
Represent Dexmate credibly against humanoid, robotics-data, and automation competitors — know when our platform is the better fit, and when it isn't.
Work the conference circuit hard to build pipeline and market presence across research, AI-lab, and commercial audiences.
Bring creative, unconventional pipeline plays to the table — new channels, new use cases, new segments — and test them.
Feed customer and competitive signal directly back to product, engineering, and the founders.
MEDDPICC fluency. You've run a structured methodology for real, and your forecast is trusted because your qualification is honest.
Comfort selling into an unproven, fast-changing market — you can educate buyers on a category, not just work an established playbook.
Ability to flex across very different buyers: a Research Scientist or PI on a grant timeline, and a VP of Robotics/Physical AI moving fast on a fleet order or running a multi-month pilot.
Technical fluency: you can talk payload, degrees of freedom, uptime, data and sim workflows, and ROI/payback math credibly with researchers, ML teams, and operations or finance buyers alike.
A track record of quota attainment in a startup or scale-up environment, and comfort with the ambiguity that comes with it.
Creative, resourceful, and self-directed — you'd rather propose a plan than wait for one.
Willingness to travel for conferences, customer visits, and on-site pilots, and to work onsite with the team in Fremont.

Nice-to-haves

2-3+ years of full-cycle B2B/enterprise sales experience with long, multi-stakeholder cycles. Hardware sales experience is a plus, not a requirement, if you know the customer base well.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiml

Platform: ashby
Effort: quick