- Robot type
- Humanoid
- Location
- FremontCaliforniaUSA
- Job type
- Commercial Operations
- Posted
- Dec 15, 2025
- Salary
- $80,000–$200,000 a year
Full-time
Sales Development Representative
Job description
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.
We are a fast-paced startup, and this is a build-it role, not a run-the-playbook role.
Job 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…
- 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…
- 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…
- 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.
Job requirements
- 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…
- 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.