Enterprise Account Executive

About GrayMatter Robotics GrayMatter Robotics is a Los Angeles–based robotics startup pioneering AI-powered robotic cells for high-mix manufacturing. Our mission is to empower workers and manufacturers by automating surface finishing processes such as sanding, polishing, and coating. With a Robots-as-a-Service business model, strong investor backing, and rapid growth, we are scaling across industries like aerospace, specialty vehicles, maritime, and consumer goods. Backed by over $70M in funding and trusted by Fortune 500 companies and U.S. defense partners, we are scaling rapidly. Join us in building the Factory of the Future and shaping the future of human-robot collaboration. The Role 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. Role & Responsibilities - Enterprise Deal Ownership End-to-End - 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. - Consultative, Executive-Level Selling - 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. - Process, Timeline, and Momentum Control - 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. - Field-Driven Relationship Building - 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. - Internal Orchestration - 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. 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 - 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. Preferred Qualifications - 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. 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 -$175,000 USD plus commission & 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 Los Angeles, CA.