Founding Account Executive - Physical AI

Formant•San Francisco, CA

1d•$145,000 - $200,000•Hybrid

About The Position

This is not a seat on a machine someone else built. There is no playbook to inherit. You will write one. In your first six months, you will open doors that don't exist yet by finding the labs, integrators, OEMs, and operators building physical AI, and get into the room through any means necessary. Most of these conversations will go nowhere, but you will keep making them. You will turn early signals into signed, shipped, referenceable deployments, not just logo slides. You will find the shape of the market by noticing which pitches land and which die, writing down why, and changing what we say next week. Repeat until it's a repeatable motion, then hand it to the next person we hire.

Requirements

A generalist by conviction, not by accident.
Genuinely fired up about physical AI.
Comfortable with ambiguity that never fully resolves.
Willing to knock on every door.
Honest under pressure.

Nice To Haves

Experience in sales, partnerships, or account management of a highly technical product — at a B2B SaaS, frontier AI, physical AI startup, or data collection company.
Experience working with both startups and enterprise companies, and comfort navigating both fast and longer sales cycles.
Experience negotiating and closing deals from all sizes.

Responsibilities

Open doors that don't exist yet.
Find the labs, integrators, OEMs, and operators building physical AI, and get into the room.
Turn conversations into partnerships.
Take an early signal and carry it all the way to a signed, shipped, referenceable deployment.
Find the shape of the market.
Notice which pitch lands and which dies.
Write down why.
Change what we say next week.
Repeat until it's a repeatable motion, then hand it to the next person we hire.