Account Executive

Summary

Headquartered in sunny Los Angeles, GrayMatter Robotics is a well-capitalized AI robotics startup serving the manufacturing industry.  We empower shop floor workers with our smart robots that assist with tedious and ergonomically challenging tasks, specifically in automated surface finishing. Our proprietary GMR-AI™ software is integrated with state-of-the-art industrial robots, sensors, and tools to create application-specific turnkey solutions for customers through a Robot-as-a-Service (RaaS) model.

We help manufacturers improve the quality of life for their workforce while increasing production capacity, and reducing scrap, repair, and rework costs. As an Account Executive, you will join our Sales team to identify and initiate conversations with potential clients while creating opportunities for our sales team.

Role & Responsibilities

• Lead the sales cycle from generating your own leads or post-SDR prospecting to closing deals, including but not limited to value identifications, business case development, complex organization navigation, negotiations, contract discussions, post-sale follow-up, and expansions/upsells (AEs own the account and any future upsell potential).
• Operate wtih a consultative selling approach in ambiguous customer environments.  Work to manage customer requirements that are reasonably aligned with GMRs automation capability and within the limitations of physics of our disruptive product.  
• Generate new SQLs (Sales Qualified Leads) through outbound efforts
• Engage new leads from the marketing or SDR team with a sense of urgency, conduct needs assessments, and present tailored RaaS (Robotics as a Service) solutions to meet the specific business requirements of the customer, and convert them into SQLs or reject them.
• Stay informed about industry trends, market developments, and competitive landscape to identify new business opportunities and areas for growth.
• Travel to customer sites (~50%) to meet with prospective clients to build and maintain strong, long-term relationships with key decision-makers and stakeholders in existing accounts. Ensure high levels of client satisfaction and retention.
• Have a deep understanding of the products and services offered and effectively communicate their value to existing and prospective customers by finding problem-solution fit.
• Relay customer needs back to engineering for future product/feature development with a focus on expansion of owned accounts.
• Work closely with cross-functional teams, including marketing, engineering, and customer operations, to ensure seamless delivery of robotic solutions and enhance customer experience.
• Diligently maintain accurate records of sales activities, pipeline status, and forecasts - in the CRM - with the goal of optimizing data-driven decision making.
• Share knowledge and best practices with sales team members, contributing to their professional development and overall team success.

Export Control Requirements

In order to comply with the export regulations of the United States Government, it is required that the applicant must fall under one of the following categories: (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (i.e. current green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158.

Minimum Qualifications

• Bachelor's degree or equivalent years of experience in Business Administration, Marketing, Engineering or related field.
• Willingness to generate new leads and travel as much as 75% of the time.
• Experience selling to customers in factory automation, manufacturing, or industrial spaces.  
• 5+ years of industry sales experience.
• Proven track record of navigating mid market and enterprise organizations and efficient+repeatable sales motion
• Experience navigating and mapping out multiple stakeholders within complex enterprise client organizations.
• Proven track record of meeting and exceeding sales targets while maintaining exceptional negotiation, presentation, and closing skills.
• Excellent analytical, problem-solving, verbal and written communication skills. Ability to convey complex technical concepts in a clear and compelling manner.
• Familiarity with CRM software and other sales tools such as, but not limited to, HubSpot, ZoomInfo, etc. with the ability to quickly learn and adapt to new technologies.
• Ability to thrive in a fast-paced, innovative environment with a willingness to work in a fast-paced environment with quickly changing priorities and constantly evolving technologies.
• Must comply with export control requirements, secure work authorization in the United States and maintain ongoing work authorization beginning at the time of hire through the entirety of employment.

Preferred Qualifications

• Deep understanding of the manufacturing industry/processes especially with finishing applications.  
• Experience working in or building sales pipelines in startup environments.
• Experience coaching and supporting sales development representatives.

GrayMatter Robotics provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage and embrace applicants of all backgrounds to apply!

GrayMatter Robotics is committed to providing reasonable accommodations for candidates with disabilities. If you believe you require accommodations during the recruiting process, please contact accommodations@graymatter-robotics.com to submit your request.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.

Compensation for this position includes the base salary range of $100,000 - $150,000 USD plus uncapped commission and equity. We also provide comprehensive benefits and perks which include but are not limited to medical, dental, vision, unlimited PTO, 401(k) plan + employer match, regular offsite events, a discretionary fund for enhancing productivity and so much more! The range listed on job postings reflect the minimum and maximum new hire salary across levels in the United States.