Account Executive

Overview

You sell InOrbit's AI-powered robot orchestration platform to enterprises running autonomous robot fleets in warehouses and manufacturing facilities. You're talking to VP/Director-level operations and automation leaders who are managing diverse robot fleets and need a unified control system. At a 44-person company, you're wearing multiple hats—prospecting, demoing, negotiating, and probably giving feedback to product on what customers are asking for.

Role Snapshot

Company Context

Stage: Early-stage venture-backed (specific round unknown, but 44 employees suggests Series A/B)

Size: 44 employees

Growth: Actively hiring GTM—you're building the playbook as you go

Market Position: Category creator in robot orchestration—you're defining what this means and why it matters

GTM Reality

Pipeline Sources:

• 60% Outbound - You're identifying companies with robot fleets (AMRs, AGVs, cobots) through research, then cold outreach to ops/automation leads
• 25% Industry Events - Robotics conferences, supply chain expos where prospects are evaluating automation vendors
• 15% Inbound - Website inquiries from people who've heard the term "robot orchestration" and are googling solutions

SDR/AE Structure: Likely self-sourcing or minimal SDR support at 44 people—you own your pipeline

SE Support: You'll have Solutions Engineer help for technical deep-dives and POCs, but early demos are on you

Competitive Landscape

Main Competitors: Individual robot vendor management systems, custom-built internal platforms, doing nothing and managing robots manually through separate vendor dashboards

How They Differentiate: Unified platform for multi-vendor robot fleets vs. siloed vendor-specific systems. AI-powered orchestration vs. basic monitoring.

Common Objections: "We only use one robot vendor," "Our robots came with management software," "We're building this in-house," "We're not at scale yet"

Win Themes: ROI from reduced downtime, ability to mix robot vendors without integration hell, centralized visibility across facilities

What You'll Actually Do

Time Breakdown

Prospecting (30%) | Active Deals (45%) | Internal/Admin (25%)

Key Activities

• Target Account Research: Identifying companies with 10+ robots across warehouses/manufacturing, figuring out who owns automation decisions (Director of Operations, VP Supply Chain, Head of Automation). LinkedIn searches, industry databases, conference attendee lists.
• Cold Outreach: Emails and calls to ops leaders explaining what robot orchestration is and why managing 5 different robot vendors through 5 different dashboards is costing them money. Most people don't know this category exists.
• Discovery & Demos: Walking through their current robot setup (which vendors, how many units, what problems they're hitting), then showing how InOrbit creates a unified command center. You're demoing spatial computing visualizations and AI-driven task optimization.
• Technical Validation: Coordinating POCs where InOrbit integrates with their existing robot fleet. This involves their IT team, the robot vendors, your SE, and a lot of troubleshooting integration issues.
• Multi-Stakeholder Management: Keeping ops leaders, IT/security, procurement, and sometimes finance aligned through a 6-month cycle. Lots of "just checking in" emails to people who've gone dark.
• Negotiating & Closing: Working through procurement processes, MSAs, security reviews. At enterprise facilities, downtime is expensive so risk tolerance is low—expect scrutiny.

The Honest Reality

What's Hard

• You're creating category awareness before you can sell. Many prospects don't wake up thinking "I need robot orchestration." You're educating them that scattered robot management is a problem worth solving.
• Long, complex sales cycles with multiple technical stakeholders. One person loving your platform doesn't mean IT will approve the integration or procurement will move fast.
• At 44 people, the product is still evolving. You'll hit feature gaps and have to sell the roadmap or work around limitations.
• Industrial automation buyers are cautious—they need high confidence before changing how they manage production-critical systems.
• You're likely self-sourcing a lot of your pipeline, which means prospecting discipline is critical.

What Success Looks Like

• Closing 4-6 new logo deals per year at $100K-300K ACV each
• Building a pipeline of 15-20 active qualified opportunities
• Expansion revenue from existing customers adding facilities or robot types
• Becoming fluent in robotics terminology and warehouse/manufacturing operations so you can speak credibly to ops leaders

Who You're Selling To

Primary Buyers:

• VP/Director of Operations or Supply Chain at companies running warehouses/distribution centers
• Head of Automation or Robotics at manufacturing facilities
• IT/Engineering leads who own the tech stack and integrations

What They Care About:

• Uptime and reliability—robot downtime stops production
• Visibility across their entire fleet, especially if they're using multiple robot vendors
• Ability to optimize robot task assignment and routing with AI vs. manual management
• Integration complexity—will this play nice with their existing systems (WMS, ERP, robot vendor APIs)?
• ROI proof—can you quantify productivity gains or downtime reduction?

Requirements

• Experience selling technical B2B software in industrial/operations environments (robotics, warehouse tech, supply chain software, IoT platforms)
• Comfort with 4-8 month enterprise sales cycles involving multiple stakeholders
• Ability to learn and speak credibly about robotics, automation, and warehouse/manufacturing operations
• Self-starter mentality—at 44 people, there's no massive enablement program or pre-built playbook
• Track record of managing complex POCs or technical pilots
• Willingness to travel to customer facilities (warehouses, factories) for on-site demos and relationship building