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About the Role

Spot AI is building the category of AI coworkers for the physical world, enabling businesses to understand, automate, and act across their environments in real time. This role involves owning the Southeast and Mid-Atlantic territory, focused on companies up to $500M in revenue across manufacturing, retail, and construction, requiring the creation of pipeline from scratch and leading complex, multi-stakeholder deals.

Responsibilities

Create pipeline through outbound, partner relationships, and field presence.
Build pipeline with intent.
Create demand through outbound prospecting, sequencing, and targeted account strategies.
Develop and execute a focused territory plan across high-priority accounts.
Generate pipeline through attendance at trade shows and events, and via in-market presence.
Close through partners, with every deal closed on partner paper as part of a deliberate channel-first motion.
Build relationships with partners who actively bring you into deals and position Spot AI as a premium solution.
Use partners to expand reach, accelerate trust, and increase deal velocity.
Lead multi-threaded deals across 3 to 6 month cycles for accounts ranging from $100M-$500M in revenue, building alignment across diverse stakeholder groups.
Drive rigorous discovery grounded in metrics, economic impact, and clear business cases.
Map and influence the buying committee, identifying champions and engaging economic buyers early.
Navigate decision criteria and processes with precision, proactively addressing risks and objections.
Operate with a disciplined approach to deal qualification and progression using MEDDPICC.
Maintain clean pipeline, accurate forecasting, and clear next steps at every stage.
Structure and advance complex, longer-term agreements across operational and executive stakeholders.

Requirements

3+ year track record of success in full-cycle B2B sales.
Proven prospector with experience building pipeline.
Consultative approach to sales with experience navigating long cycles and multiple stakeholders.
Experience embracing channel and partner-led sales motions.
Ability to run multithreaded deals and engage confidently with operations leaders and executives.
Willingness to travel up to 25% of the time.
Experience selling into manufacturing, construction, or retail is a strong plus.
Experience co-selling on partner paper is a strong plus.
Experience building a territory playbook from scratch at a high-growth company is a strong plus.
Treat outbound as a core part of your identity as a seller.
Prefer building a territory over inheriting one.
Thrive in autonomy and take ownership of outcomes.
Enjoy solving real operational problems with customers.
Do not rely on inbound or marketing-generated pipeline.
Do not operate best in a role with heavy support and prefer to delegate administrative tasks.
Are not interested in working through partners as a primary motion.

Skills

Outbound prospecting
Sequencing
Targeted account strategies
Partner relationship management
Channel sales
Multi-stakeholder deal management
Pipeline generation
Sales cycle management
Discovery
Business case development
Buying committee influence
Deal qualification
Forecasting
MEDDPICC

Location

Southeast
Mid-Atlantic

Work Type

Full-time
Field sales

Experience Level

3+ years of full-cycle B2B sales experience

Salary/Compensations

OTE opportunity: $180,000 - $250,000
50/50 base/commission split
Uncapped commissions, paid monthly
Offered OTE depends on experience and competencies demonstrated in the interview process

Benefits

Meaningful early-stage equity
Medical, dental, and vision with fully paid employee premiums
Significant company contributions towards dependent premiums
Company-paid short- and long-term disability and life insurance
401(k) with employer match

About the Company

Spot AI turns cameras into coworkers.
We are building the category of AI coworkers for the physical world.
Our platform enables businesses to understand, automate, and act across their environments in real time.
Spot AI is relied on at over 10,000 locations by more than 1,000 customers across manufacturing, construction, logistics, and retail.
Backed by over $110 million from investors including Scale, Redpoint, Qualcomm Ventures, StepStone, and Bessemer, we are building the system that brings AI out of the digital world and into the real one.
We move fast, take ownership, and focus on outcomes.
We are building a company for people who want to solve real problems and have a direct impact on how businesses operate.

Equal Opportunity

We are creating and cultivating a diverse and inclusive culture where we celebrate individuals for what they accomplish, no matter who they are!
As an equal opportunity employer, we do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.