Founding Sales, Physical AI

**About us** Encord is the universal data layer for AI that helps 300+ AI teams train and run models on the right data. Our platform indexes, curates, annotates, and evaluates data across the full AI lifecycle, from development through production. Trusted by Woven by Toyota, AXA, UiPath, Zipline, and more. We're an ambitious team of 100+ working at the frontier of AI and have raised $60M in Series C funding from Wellington Management, CRV, Next47 and Y Combinator. **The role** Encord is scaling rapidly. We've achieved strong product–market fit and have a clear path to significantly accelerate revenue this year. In Physical AI alone, we've grown revenue 10x over the past 12 months — and we're just getting started. Now, we're looking for exceptional sales talent to help build and scale the Physical AI business from the ground up. Reporting to the Head of Physical AI and partnering closely with our founders and leadership team, you'll take a category-defining AI infrastructure platform to market — selling to some of the most advanced AI teams in the world as we expand from Digital into Physical AI use cases. This is a high ownership, individual contributor role with a path to grow responsibilities from sourcing to supporting on deals and progressing into owning full cycle sales. This is not a traditional BDR role. You'll be an early sales hire with real ownership across the top and middle of the funnel. You'll help shape how we identify, engage, and convert the right customers as we scale — while building the foundations of a long-term sales career. You'll sit at the intersection of outbound strategy, customer discovery, and deal execution. From day one, you'll be expected to think like a seller: prioritizing the right accounts, crafting thoughtful outreach, and partnering closely with the quota carriers to move real opportunities forward. This is a rare opportunity to join at the inflection point: with proven PMF and clear dominance in Digital AI — and now doubling down on Physical AI, one of the most transformative technological revolutions of our time. You won't just be joining a rocket ship — you'll help steer it. **What you'll do** * Identify, research, and prioritize high-potential accounts across Encord’s core verticals and regions * Develop strong points of view on who to target and why * Execute thoughtful, multi-channel outbound (email, LinkedIn, calls, creative plays) * Craft messaging that resonates with technical and commercial buyers * Partner with Growth and Sales to test campaigns, refine targeting, and improve conversion * Own outcomes, not just activity — quality opportunities matter more than volume * Work directly with Account Executives to progress live opportunities * Support discovery, demos, trials, and follow-ups * Help shape business cases and stakeholder mapping * Ensure a high-quality, consistent prospect experience * Learn how complex, technical B2B deals actually get done **Who we're looking for** * You’re ambitious, curious, and want to build a commercial career * You’ve consistently performed in the top percentile of what you’ve done — academically, professionally, or competitively * You’re motivated by ownership, learning, and long-term growth, not just title or short-term compensation * You enjoy figuring out why something works, not just following a script * You’re comfortable operating with ambiguity and high expectations * You can engage with technical concepts without losing sight of business outcomes * You want to be part of building something — not just maintaining it * This is a role for people who want to become great sellers, not just support them. **Experience requirements** * 1–3 years of experience in B2B sales, business development, customer-facing roles, or a similarly high-performance environment (banking/consulting/etc) * Alternative backgrounds considered: Candidates without direct B2B/SaaS experience who have demonstrated exceptional achievement in competitive or demanding environments (e.g., athletics, academics, startups, leadership roles), with clear evidence of drive, resilience, and consistent outperformance **Why Encord** * Competitive salary, commission, and meaningful equity in a high-growth startup * Clear, accelerated growth opportunities as the company scales rapidly * Strong in-person culture: 3–5 days/week in our newly launched North Beach loft office * Flexible PTO to fully recharge * 18 paid vacation days in the U.S. plus federal holidays * Annual learning & development budget * Comprehensive health, dental, and vision coverage * Frequent travel opportunities across the U.S., London, and Europe * Bi-annual company offsites, twice-weekly team lunches, and monthly socials