Founding Account Executive (Physical AI)

• 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. Find the labs, integrators, OEMs, and operators building physical AI, and get into the room. Cold, warm, conference floor, group chat — whatever it takes. Most of these conversations will go nowhere. You will keep making them
• Turn conversations into partnerships. Take an early signal and carry it all the way to a signed, shipped, referenceable deployment. Not a logo slide — a working thing in the world
• 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
• Reports to: Anne Puyt, VP of GTM

Benefits

• Stock options
• Unlimited vacation policy
• Unlimited potential for internal growth and advancement

• You may have been a founder — you raised, you sold, you shipped, you did the taxes
• You may be an engineer who is unafraid to walk onto a factory floor, into a conference hall, or into a room of strangers and start connecting
• The line between technical people and go-to-market people is dissolving. We don’t care which side you started on. We need a full stack GTM hacker
• What matters is that you can hold both and expand into whatever the company needs next quarter
• You may be a business person who is unafraid to read the docs, run the SDK, and hold your own with a robotics engineer
• Genuinely fired up about physical AI. Not “AI is hot.” You have opinions about what happens when models get bodies
• Willing to knock on every door. Rejection is the job, not a signal that something has gone wrong
• A generalist by conviction, not by accident. You’ve deliberately built range because narrow roles bore you
• Comfortable with ambiguity that never fully resolves. Some weeks the priority changes on Wednesday
• Honest under pressure. We would rather hear the bad number early than the good story late
• 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

• Skip the cover letter. Send us:
• Your CV or LinkedIn
• A short reasoned note - a few paragraphs, not a deck - on one company building in physical AI that you think should partner with Formant, and how you’d get the first conversation with them
• We read every one. If the note is good, we’ll talk within a week