Principal, Business Development - Physical AI & Robotics

About the Company

Our client is a Nasdaq-listed AI infrastructure company that has grown revenue 6x year-over-year. Backed by multi-billion dollar contracts with the world's largest technology companies, they are building the full-stack GPU cloud platform that powers the next generation of AI.

The Mission

Our client is building the default infrastructure layer for embodied intelligence — the GPU cloud, simulation environments, and inference services that will enable robots, autonomous systems, and physical AI to move from research labs into the real world.

The Opportunity

This is a "Zero to One" role: the founding commercial lead for the Physical AI vertical. You will define and execute the go-to-market strategy for an entirely new ecosystem — bridging the gap between cutting-edge AI infrastructure and the companies building foundation models for robotics, humanoid robots, and simulation tools. This is a rare chance to shape a market, not just sell into one.

What You'll Do

• Create and own the comprehensive GTM strategy for the Physical AI vertical, defining segmentation, targeting, and positioning for Model Builders, Robot Builders, and ISVs

• Identify and secure relationships with the top 10 most innovative companies in the ecosystem, converting them into Design Partners whose success validates the platform

• Own the long-term revenue trajectory of the Physical AI domain, translating early technical wins into high-volume compute consumption at scale

• Build the "Physical AI Playbook" — battle cards, training modules, and positioning guides that enable the broader sales organization

• Map the critical software stack (simulation platforms, data labeling, middleware) and structure co-sell partnerships

• Serve as the primary voice of the Physical AI customer to Product & Engineering

• Evangelize the company's vision at industry events (CVPR, CoRL, ICRA) and executive briefings

What You Bring

• 7+ years in business development, strategic partnerships, or product strategy within Cloud, AI, or Robotics

• Proven ability to define a GTM strategy from scratch — you've segmented a market, defined the pitch, and built the playbook for others to follow

• Deep fluency in the Physical AI ecosystem: you understand Sim2Real, foundation model training, inference latency, and know the key players

• Experience bringing new, complex technologies to technical early adopters before a playbook existed

• Cross-functional orchestration — you've aligned Sales, Marketing, Product, and Partnerships behind a unified GTM

• Strong executive presence with VC-backed founders and CTOs

Nice-to-Haves:

• Direct experience in robotics, humanoids, or autonomous systems

• Existing relationships with Physical AI ecosystem players

• Conference speaking experience at CVPR, CoRL, ICRA

• Technical degree in CS, Robotics, or Engineering

Key Success Drivers

• Builder mentality — you thrive in ambiguity and prefer defining the path over following it

• Founder-level urgency — you move fast, iterate in real time, and don't wait for permission

• Technical curiosity — you stay close to the product and speak the language of engineers

• Ecosystem thinking — you see the entire value chain, not just individual deals

• Narrative ability — you can distill complex infrastructure into a compelling story for founders, CTOs, and investors

Compensation & Benefits

• OTE: $300,000–$350,000 + equity in a Nasdaq-listed company with 500%+ stock growth since 2024

• 100% company-paid medical, dental, and vision for you and your family

• 401(k) with up to 4% match and immediate vesting

• 20 weeks paid parental leave (primary caregivers)

• Remote-first — work from anywhere in the US, with preferred hubs in SF Bay Area and Austin

Employer Highlights

• Revenue growing 6x year-over-year

• Multi-billion dollar partnerships with the world's largest tech companies

• Hundreds of engineers with deep experience building world-class infrastructure at scale

• Full-stack platform: custom data centers, GPU clusters, managed services, inference APIs

• You will define how intelligence moves from the data center into the physical world

We are proud to be an equal opportunity workplace and are committed to equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity, or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.