Enterprise Account Executive

About Gray Matter Robotics

Gray Matter 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.

Gray Matter 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.

• 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.

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.

• 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…