Senior Business Development & Ops Lead, Robotics & Physical AI

Job description

Job responsibilities

• Develop a deep understanding of our robotics technology, its capabilities and limitations, and how the broader robotics and Physical AI ecosystem is evolving.
• Identify the customers, use cases, and problems where our technology can create differentiated value, and develop a strong point of view on where the market is heading.
• Spend meaningful time with customers to understand their workflows, technical constraints, deployment environments, and unmet needs firsthand.
• Build a tight feedback loop between customers and the team: translate problems back to research and engineering, synthesize patterns, and help distinguish scalable product opportunities from one-off customization.
• Shape and execute early customer engagements, pilots, and partnerships in close collaboration with research, engineering, and product teams.
• Own strategic opportunities end to end: from prospecting and discovery through technical evaluation, commercial structure, negotiation, contracting, and close.
• Build the operational foundation for an early commercial function: maintain customer and opportunity pipelines, establish lightweight processes, drive follow-through, unblock dependencies, and make sure commitments get…

Job requirements

• 8+ years of experience in related industries.
• Deep experience in robotics, Physical AI, autonomous systems, simulation, or an adjacent frontier technology, with firsthand exposure to customers, products, or deployments.
• Technical fluency to engage credibly with researchers and engineers, with strong curiosity to understand how the technology works and draw connections between technical capabilities and market opportunities.
• Strong understanding of the different generations of robotics technology - from traditional automation, through the computer-vision-driven wave of robotics, to today’s frontier in imitation learning, reinforcement…
• Demonstrated ability to develop and close complex B2B relationships, from ambiguous early conversations through signed agreements.
• Strong market and adoption judgment: you understand where new robotics capabilities will find pull first, which customers and use cases to prioritize, and how to sequence entry across markets.
• Ability to turn technical capability into repeatable commercial value: identify the right wedge, business model, pricing, and channel strategy, and build a path from demo → paid PoC → production deployment while…
• Comfortable quantifying and defending commercial decisions: you can build a credible pipeline forecast, price a pilot, or model a deal structure with real numbers behind it.