Location: California (field-first; hybrid when not onsite)
Territory: California (based in San Francisco)
Travel: 60–80% (factory-heavy)
Type: Full-time
Overview.ai is bringing the cutting edge of AI computer vision to manufacturing, solving inspection problems that were previously not solvable with traditional machine vision. We're a full-stack company: we deploy GPU-powered cameras on production lines, run inference on the edge, and operate a platform that supports large fleets of devices deployed across the world.
We're one of the fastest-growing industrial AI companies in the world. We grew ~700% last year, tripled headcount, and expect to double or triple again as demand keeps accelerating —because the product works in production: high accuracy, fast deployment, and an operator-friendly experience that makes real factory rollouts possible (not just pilots).
This is not a cold-start, 0→1 sales role. We already have major customers, executive buy-in, and proven deployments running in real factories today. Your job is to take that momentum and multiply it across California:
Turn warm introductions into live factory projects fast
Convert first-station wins into repeatable rollouts across lines and sites
Drive urgency and close expansions that don't "drift to next quarter"
Unblock real-world constraints (technical, operational, organizational) that slow velocity
You'll be selling at the exact moment manufacturing leadership is demanding AI outcomes. This is one of the easiest and most tangible ways for a factory to "enter AI" because it directly improves yield, scrap, throughput, and labor.
Own pipeline, forecasting, and revenue outcomes for California
Start with hunting - win new inspection points and new lines - then build into expansion as your accounts grow
Turn customer success into aggressive expansion across factories, lines, and inspection points
You'll be dropped into meaningful accounts early so you can hit the ground running - top logos, real budgets, real urgency
Run high-signal discovery with Quality, Process, Automation, and Ops
Understand how customers currently solve inspection, where incumbents fail, and how to win
Position Overview clearly vs incumbents using real deltas: accuracy, deployability, operator usability, and platform capabilities
Partner with applications + engineering to propose practical deployment plans that win
Drive timelines: next steps, milestones, line access, data collection, acceptance criteria, decision makers
Identify blockers early (process readiness, resourcing, line access, mechanical stability, integration constraints) and push them to resolution
Own executive updates and communication cadence to keep deals moving
Build relationships that hold: plant champions → regional leaders → global decision makers
Negotiate and close with speed and precision
Be relentless about follow-up and execution—no "maybe next quarter" drift
If you own a major account, you get credit and commission for all sites in your territory—regardless of how much help we bring in
Industry-leading AI models → higher accuracy on real-world variation
Edge-first + production-ready → deterministic performance in factories
A feature set competitors don't have → you can win on clear deltas (the easiest kind of selling)
Agentic workflows → deploying cameras is easier than ever, which shortens cycles and accelerates expansions This is "delta selling" with a product customers genuinely want.
The key to winning isn't slick talk—it's becoming a product expert, running high-signal evaluations, and helping the customer move quickly.
This is a high-ownership role, but it is not hero mode. You'll have a dedicated applications and engineering escalation path. We do not run hero mode as a strategy.
We also have a proven evaluation playbook and a defined path from first station to expansion—so you're not inventing the process from scratch.
We are hiring for hybrid profiles who can think clearly, communicate well, and solve real-world problems, not pure engineers or pure salespeople. We're open to candidates at all career stages who demonstrate these core signals.
We're hiring the same quality profile across all territories. What matters is the signal, not the title or years of experience.
Background typically includes:
Technical foundation in engineering, computer science, robotics, controls, computer vision, automation, or manufacturing
Hands-on experience building, deploying, testing, or troubleshooting real systems
Exposure to field environments, manufacturing, or live deployments
Experience translating technical concepts for non-technical stakeholders (customer-facing, project teams, leadership)
This could be:
An experienced Vision Systems Engineer or Applications Engineer moving into sales engineering
A Field Engineer or Controls Engineer with strong communication skills and customer exposure
A Manufacturing Engineer with hands-on troubleshooting and problem-solving track record
A top-tier recent graduate with demonstrated hands-on technical projects and communication ability
Communication ability (high bar): Can explain technical concepts clearly to diverse audiences
Problem-solving mindset: You dig into root causes; you don't jump to solutions
Hands-on technical experience: You've built, deployed, tested, or troubleshot real systems
Curiosity about how things work: You want to understand the "why" behind problems and solutions
Real-world exposure: Field experience, manufacturing environment, or live system deployment (not just simulation or coursework)
Initiative and drive: You own problems and figure things out rather than waiting for direction
Based in or rooted in the Bay Area: You have relationships and genuine connection to the region's industrial and tech ecosystem
We value less:
Pure design/CAD/simulation experience
Only theoretical or classroom experience
Candidates who jump to solutions without understanding the problem
Those who struggle to communicate technical concepts clearly
OTE: $250K (top reps earn significantly more)
Uncapped commission with meaningful upside tied to expansion and rollout success
Generous equity in a hyper-growth startup
Medical insurance
Relocation support (if needed)
Field-first role with remote flexibility when not onsite
Company trips to industry events and access to San Francisco office
We're scaling fast (tripled headcount last year and expect major growth again).
This role has a clear path to:
Strategic Accounts Manager
Regional Lead
Player-coach leadership
GM-style ownership of a territory as the company scales
If you recognize yourself in this description, you can think clearly, communicate well, and solve real problems, we'd love to hear from you.
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