Senior Business Development Manager – Physical AI Solutions (North America)

WeRide.ai • San Jose, CA

4d • Remote

About The Position

WeRide is seeking a high-agency, hands-on business developer to open accounts and personally close complex technical deals for its Physical AI solutions in North America. This quota-carrying individual contributor role is not a people-management position. The employee owns registered accounts from first contact through discovery, paid pilot, contract, delivery, collection, and expansion.

The role sells ready-to-deploy Physical AI solutions, including licensable capability stacks; purpose-built hardware combining sensors, synchronization, calibration, field tooling, and support; and customized solution services spanning scenario design, integration, quality assurance, delivery, evaluation, and ongoing support.

The position is remote within the United States, with a preference for candidates based in the San Francisco Bay Area or able to spend meaningful time there. Approximately 30–50% travel is expected for customer meetings, onsite programs, industry events, and partner engagement. Compensation is a base salary of $160,000–$230,000, depending on factors such as experience, qualifications, education, location, and skills. The position is also eligible for an annual performance bonus, equity, and a competitive benefits package.

Requirements

• At least 6 years in enterprise technical sales, business development, strategic accounts, or a comparable commercial role.
• At least 3 years selling into robotics, embodied AI, autonomy, sensors, computer vision, or related infrastructure.
• Existing relationships with relevant technical and commercial decision-makers and the ability to reach them directly.
• A record of personally opening accounts, winning paid pilots, closing contracts, and expanding revenue.
• Strong commercial judgment across qualification, pricing, negotiation, procurement, contracts, margin, and collections.
• Excellent written and verbal English.
• Ability to operate independently in an early-stage environment.
• Credibility with technical buyers and understanding of common sensor modalities, synchronization and calibration, system integration and QA, long-tail failures, domain gaps, safety and operational constraints, acceptance criteria, and solution usage rights, including how these affect scope, cost, delivery risk, and commercial value.
• Willingness to travel approximately 30–50% for customer meetings, onsite programs, industry events, and partner engagement.

Nice To Haves

• Based in the San Francisco Bay Area or able to spend meaningful time there.

Responsibilities

• Build pipeline through existing relationships, targeted outbound, referrals, events, and partners.
• Secure direct access to technical champions, executive sponsors, and economic buyers.
• Lead technical and commercial discovery and translate customer needs into clear offers.
• Convert qualified demand into paid pilots with measurable acceptance criteria and expansion paths.
• Own pricing, proposals, negotiation, contracts, forecasting, close, collection, and account growth.
• Carry a personal revenue target and maintain discipline on qualification, discounting, margin, and payment terms.
• Keep account ownership, activity, pipeline, and next steps current in the CRM.
• Coordinate internal technical and delivery teams while bringing market feedback back to product.
• Own registered accounts from first contact through discovery, paid pilot, contract, delivery, collection, and expansion.

Benefits

• Premium medical, dental, and vision plans at no cost to employees or their families.
• Free daily breakfast, lunch, and dinner.
• Paid vacations and holidays.
• 401K plan.
• Annual performance bonus eligibility.
• Equity.
• Competitive benefits package.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed