Enterprise Account Executive

GrayMatter Robotics•Carson, CA

7h•Onsite

About The Position

GrayMatter Robotics is building the automation backbone for high-mix manufacturing. Our AI-driven robotic workcells help manufacturers dramatically increase throughput while improving worker safety and consistency across complex surface finishing operations. We are hiring an Enterprise Account Executive who thrives in ambiguity, is comfortable operating autonomously, and knows how to land and expand seven-figure enterprise relationships from first conversation through long-term deployment. This is a hunter role. You will prospect your own accounts, show up on customer sites, navigate multi-layered buying committees, and orchestrate complex deals with annual contract values of $500,000+ ARR and $1.5M+ total contract value. This role is not transactional. Success requires grit, presence, discipline, and the ability to build belief in a future state that does not yet exist.

Requirements

3+ years of experience closing complex mid-market and enterprise B2B deals.
Must meet minimum Export Control requirements
Proven ability to prospect and generate pipeline independently.
Demonstrated success navigating large, matrixed organizations with multiple stakeholders.
Experience selling technically complex or operationally critical solutions.
Comfort traveling 50–70% of the time.
Strong executive presence, storytelling ability, and written communication skills.
Disciplined approach to pipeline management, forecasting, and deal qualification.
Grit, resilience, and a bias toward action in ambiguous environments.

Nice To Haves

Experience selling into manufacturing, industrial, or factory automation environments.
Familiarity with Robotics-as-a-Service, SaaS, or capital-adjacent subscription models.
Experience at a startup or scaling organization where the process was built, not inherited.
Background working closely with engineering or technical teams.

Responsibilities

Own the full enterprise sales cycle from cold prospecting through close and expansion.
Independently generate pipeline through outbound efforts, field activity, and on-site engagement.
Close multi-year Robotics-as-a-Service agreements with complex commercial, technical, and operational requirements.
Maintain ownership of accounts post-close to drive expansion, additional cells, sites, and applications.
Diagnose customer problems before pitching solutions.
Translate vague operational pain into a clear, milestone-driven business case with ROI, urgency, and executive alignment.
Engage stakeholders across operations, engineering, safety, procurement, finance, IT, and executive leadership.
Communicate clearly and confidently with plant managers through C-suite executives.
Never end a customer interaction without a clear next step, owner, and date.
Anchor customers to a mutually agreed timeline that reflects business value and urgency.
Continuously qualify and re-qualify deals across budget, authority, timing, and strategic fit.
Disqualify poor-fit opportunities early to protect pipeline integrity.
Travel extensively to customer manufacturing sites to build trust and credibility in person.
Operate comfortably in factories, shop floors, and industrial environments.
Build long-term relationships that compound over time through reliability and follow-through.
Act as the quarterback between customers and internal teams including Engineering, Product, Operations, and Customer Success.
Bring structured, high-signal customer feedback into the organization to inform product direction and deployment strategy.
Maintain disciplined CRM hygiene, forecasting accuracy, and executive-ready deal narratives.