Commercial Head of GTM

Foundry Robotics Inc.•San Francisco, CA

1d•Onsite

About The Position

Foundry Robotics is building an AI-native robotics manufacturing company focused on deploying advanced assembly and production capability for leading robotics companies and national-security-critical hardware. We are reimagining manufacturing through advanced robotics. Our mission is to rebuild the American manufacturing industry as an AI-first, assembly-focused, dual-use contract manufacturer. We aim to empower manufacturers with intelligent, efficient, and adaptable robotic systems that redefine productivity and quality. The Commercial Head of GTM will own and grow our non-defense business, focusing on industrial and energy customers. This role involves running commercial strategy, building the pipeline, closing large enterprise contracts, and establishing the team for scaling. It is a non-defense facing role that requires working with industrial and manufacturing buyers, energy and utilities customers, and managing multi-million-dollar hardware deals with long evaluation cycles. The position involves commercial structuring of pilots, deployments, and recurring contract manufacturing relationships, as well as cross-functional collaboration between sales, deployment, engineering, and operations. The ideal candidate will be comfortable in diverse settings, from plant floors to executive pitches, and capable of structuring complex deals.

Requirements

10+ years in commercial / GTM roles, with a track record of personally closing $5M+ deals
Experience owning a non-defense industrial or energy book of business
Proven ability to land and expand within Fortune 500 industrial buyers
Background selling into industrial environments where the product includes physical hardware — robotics, automation, industrial equipment, sensors, or similar
Comfort with long sales cycles, technical evaluations, on-site pilots, and procurement gauntlets
Understands the difference between selling software and selling systems that have to work on a factory floor
Has built a commercial function before — not just executed inside someone else's
Thrives in high-velocity, ambiguous environments
Player-coach mindset: still personally closes, while building the team behind them
Takes full commercial accountability — pipeline, forecast, revenue, retention
Willing to get into the weeds of pricing, contracts, deployment, and customer escalations
High judgment on which deals to chase and which to walk away from

Nice To Haves

Experience selling into both manufacturing and energy verticals
Prior leadership role at a hardware, robotics, or industrial automation startup that scaled from early revenue to $50M+ ARR
Background that includes time as an operator or buyer inside an industrial customer
Existing relationships across industrial and energy executive buying centers

Responsibilities

Own the full non-defense commercial P&L — strategy, pipeline, forecast, and closed revenue
Build the GTM motion for industrial and energy verticals from the ground up
Set pricing, packaging, and deal structures for pilots, deployments, and contract manufacturing
Partner with the CEO on board-level revenue reporting and commercial planning
Personally lead and close the largest non-defense deals (multi-million-dollar contracts)
Build executive relationships with COOs, VPs of Operations, plant leadership, and procurement
Drive multi-stakeholder enterprise cycles end-to-end — from first conversation to signed MSA
Own forecast accuracy and pipeline hygiene
Hire, ramp, and lead the non-defense commercial team — AEs, SEs, and partnerships
Build the playbooks, comp plans, and operating cadence the team runs on
Set the bar for commercial talent at Foundry
Stay close to customers post-signature — own commercial outcomes through deployment
Partner with engineering and deployment teams to translate field feedback into product priorities
Develop reference accounts that become the foundation of vertical expansion