Principal, Business Development in Physical AI & Robotics

About GigaAt Giga, we are pioneering the development, construction, and operation of AI-driven energy infrastructure that powers the modern world. Our mission is to revolutionize the outdated energy infrastructure experience for good. Our vertically integrated strategy combines site origination, infrastructure manufacturing, and participation in power market…

About MonteraAt Montera, we are pioneering the future of digital infrastructure. As a founder-led company with $1.5 billion in backing from Stonepeak, our vision is forward-looking: to design and operate hyperscale data centers that are crucial for the technology of tomorrow. Our mission is to provide strategically located hyperscale data centers that prioritize speed, reliability, and scalability. With decades of expertise in design, construction, and operations, we do more than just build—we execute with intention and clarity.Our ValuesClient-Centric Alignment: We tailor every solution to meet our clients' objectives.Speed with Precision: Quickness is essential; we deliver with urgency and accuracy.Operational Excellence: Our extensive experience informs our high standards.Safety and Integrity: Safety is paramount; we lead with honesty and openness.Ownership Mindset: We approach our work as if we own it—because we do.The OpportunityAs the Senior Director of Hyperscale Accounts, you will be at the helm of Montera's dynamic growth, spearheading efforts to revolutionize digital infrastructure across North America. This role provides an exciting opportunity to architect and implement an ambitious sales strategy, forge impactful partnerships with the world's most innovative enterprise, hyperscale, cloud, and neocloud clients, and establish Montera as the premier provider of next-generation data center solutions. You will work closely with Montera's executive leadership to shape our go-to-market vision, lead new market expansions, and drive significant revenue growth in a rapidly changing industry.Key ResponsibilitiesDevelop and Implement a Scalable Sales Model: Define market territories and segments (hyperscale, enterprise, neocloud), create effective channel and partner strategies, enhance account management, and drive new business growth.Build and Empower a High-Performing Sales Team: Recruit, onboard, train, enable, and motivate elite sales professionals. Establish ambitious KPIs while cultivating a results-oriented culture.Establish Long-Term Strategic Relationships: Build trusted partnerships with key decision-makers at top cloud, internet, enterprise, and network companies.Promote Montera’s Competitive Edge: Advocate for our high-density, scalable data centers, connectivity, edge, and cloud solutions to win major contracts and achieve market dominance.Collaborate Across Teams: Partner closely with product/solutions, engineering, operations, marketing, and business development to align offerings, refine value propositions, and fulfill customer commitments.Stay Ahead of Industry Trends: Continuously monitor market developments and adjust strategies accordingly to maintain a competitive edge.

About Endpoint:At Endpoint, we are dedicated to advancing the life sciences industry through our innovative interactive response technology (IRT®) solutions. Since our inception in 2009, we have been committed to empowering sponsors and pharmaceutical companies in their quest for successful clinical trials. Our proprietary PULSE® platform is designed to optimize supply chain management, reduce operational costs, and guarantee precise and timely patient dosing. With our headquarters located in Raleigh-Durham, North Carolina, we maintain a global presence with offices in the United States, Europe, and Asia.Position Overview:The Director of Business Development will spearhead efforts to identify, cultivate, and secure new business opportunities across the U.S. This role is crucial for driving growth and expanding our market reach.

Vivodyne: Pioneering Human Data Generation for Clinical TrialsAt Vivodyne, we revolutionize the pathway to successful human therapeutic discovery and development. By leveraging our advanced capabilities in testing large-scale, lab-grown human organ tissues, we are at the forefront of technology, intersecting novel biology, robotics, and artificial intelligence. Our innovative approach allows us to identify and validate new therapeutic targets while significantly minimizing the reliance on animal testing. With financial backing from some of the most prestigious venture funds and partnerships with many of the world's leading pharmaceutical companies, we are dedicated to transforming drug development into a safer, more efficient process.www.vivodyne.comRole OverviewThe Director of Business Development is a key individual contributor tasked with the critical responsibility of sourcing, advancing, and securing strategic partnerships with pharmaceutical companies. This pivotal role comes with ambitious individual bookings targets and is crucial for building and converting a robust pipeline that aligns with Vivodyne’s commercial objectives.The Director will operate with significant autonomy and strategic insight, overseeing account strategies, structuring deals, and leading cross-functional collaboration across Science, Bio, Legal, and Finance teams. Success in this position requires a balanced approach to hands-on deal execution paired with thoughtful account planning and market intelligence.

Join our innovative team at Oura Health, Inc. as the Director of Business Development, where you will spearhead strategic partnerships and drive growth initiatives in the ever-evolving health technology landscape. In this remote role, you will leverage your industry expertise to identify new business opportunities, cultivate relationships with stakeholders, and lead efforts to enhance our market presence.

Join Anaplan as a Business Development Director, where you will play a pivotal role in driving the growth of our innovative planning platform. In this key leadership position, you will be responsible for identifying new business opportunities, building strategic partnerships, and leading a dynamic team to achieve exceptional results. Your expertise will help shape our market strategy and we are looking for someone with a proven track record of success in business development within the technology sector.

At Daniels Health, we are not merely managing medical waste; we are revolutionizing healthcare safety.Our mission is daring: to enhance the safety of healthcare providers who care for others. Through innovative technology, expertise in infection control, and an unwavering dedication to sustainability, we are reshaping the standards of protection for frontline workers and the environment. If you are driven by meaningful work and desire to be part of an organization making a significant difference in healthcare, you have found your ideal workplace.As we expand our reach, we are thrilled to welcome a Business Development Director to lead our efforts in the San Francisco market!In this pivotal role, you will spearhead the growth of Daniels Health’s presence within the acute care sector. You will manage an established customer portfolio while fostering strong relationships, uncovering growth potential, and steering strategic account development. This high-profile position is perfect for an individual who excels at engaging with stakeholders, navigating complex healthcare systems, and achieving results.

About MERU:At MERU, we are a dynamic team driven by values and dedicated to transforming businesses. Our focus is on providing expert advisory services and data analytics to middle-market companies with annual sales ranging from $50 million to $2 billion. Our esteemed clientele includes private equity firms, credit funds, investment banks, and law firms. With a foundation rooted in the experience of professionals from Alvarez & Marsal and McKinsey, we have rapidly grown over the past eight years.The MERU Culture:We believe in partnership over consultancy. As a team member at MERU, you will engage in solving our clients' most challenging issues, backed by a collaborative group that inspires and supports you.We strive to cultivate well-rounded professionals by providing training across all of MERU's services. Our focus extends beyond technical skills to include leadership and interpersonal skills, ensuring our team is equipped to manage client engagements and lead teams to success. By fostering this comprehensive development, we enhance our clients' outcomes.MERU is committed to your career advancement. Each team member is paired with an internal coach to help navigate their professional development goals. We prioritize your growth and provide unique opportunities to achieve your aspirations.We value work-life balance and only travel when necessary, promoting a culture that respects your personal life. By encouraging this balance, we aim to foster satisfaction and longevity among our team members.Joining MERU means advancing your career while retaining your entrepreneurial spirit and commitment to delivering meaningful solutions and value to our clients. Learn more about our culture and core values here: https://wearemeru.com/meru-way/In the role of Director of Marketing & Business Development, you will define our brand's market presence and enhance our relationships with clients and partners. This senior position is ideal for a professional who excels at integrating marketing strategy, business development, and client relationship management.

About BridgeBio Pharma BridgeBio Pharma, Inc. is headquartered at 1800 Owens in San Francisco. Since 2015, the company has applied a "moneyball for biotech" strategy, bringing together early-stage research from academia under one financial structure. This approach aims to reduce risk and accelerate progress in rare disease therapies. BridgeBio teams work to advance treatments for patients with urgent needs, moving quickly from discovery to development. The company values curiosity, experimentation, and thoughtful use of AI to improve clarity, speed, and quality across projects. Our Approach BridgeBio encourages unconventional thinking and problem-solving. Employees collaborate with leading experts across the industry, challenging norms and driving innovation in biopharma. The company culture rewards those who ask tough questions and push boundaries to find better solutions for patients.

Full-time | HybridOverview:Become a part of Fastino as we revolutionize the landscape of Large Language Models (LLMs). Our innovative team includes experts from Google Research, Apple, Stanford, and Cambridge, dedicated to creating specialized and efficient AI solutions.Fastino's GLiNER suite of open-source models has achieved over 5 million downloads and is utilized by industry leaders such as NVIDIA, Meta, and Airbnb.We have successfully raised $25 million (highlighted in TechCrunch) during our seed funding round, backed by premier investors including Microsoft, Khosla Ventures, Insight Partners, and notable CEOs from Github and Docker.As the Director of AI Partnerships, you will spearhead Fastino's partnership ecosystem from the outset, orchestrating strategy and execution across AI-native, startup, and developer channels. Collaborate closely with the founders to define and expand our partnership initiatives and establish a robust partnerships organization.Your Responsibilities:Industry Engagement: Represent Fastino at key industry events, AI forums, and partner summits, enhancing brand visibility and generating leads within the developer, AI-native, and digital-native communities through content creation and relationship building.Startup Initiatives: Develop programs that position us as a trusted ally for founders during their early stages. Drive retention, growth, and new business opportunities within your portfolio while identifying high-potential startups as pipeline prospects.Strategic Partnership Management: Cultivate trusted relationships with venture platforms, portfolio support teams, and startup operators. Serve as a strategic advisor to founders on AI infrastructure and relay ecosystem insights back into Fastino's go-to-market and product strategies.Partnership Analytics: Create systems, metrics, and narratives that transform partnerships into a measurable growth engine. Oversee tracking and reporting for partner-sourced pipeline, referral volume, and revenue impact.Team Development: As our traction increases, define and expand the partnerships function.Cloud and Hyperscaler Relations: Manage and scale co-selling initiatives, marketplace listings, and technology partnerships within the AI ecosystem, including cloud providers and GPU partners.

About Usincident.io is at the forefront of AI-driven incident response solutions, empowering teams to significantly enhance their incident response times while boosting overall reliability. Our comprehensive platform integrates on-call management, incident response, AI Site Reliability Engineering (SRE), and status updates, equipping teams with the essential tools to respond swiftly, minimize downtime, and keep their customers informed.Since our inception in 2021, we have proudly assisted over 1,500 organizations, including industry giants like Netflix, Airbnb, and Block, in managing more than 500,000 incidents. Each month, thousands of professionals across Engineering, Product, and Support leverage incident.io to expedite service restoration, maintain alignment during pressure, and concentrate on what truly matters.We are a dynamic and ambitious team, deeply committed to our customers, the quality of our product, and creating extraordinary experiences. With $100M raised from esteemed investors like Index Ventures, Insight Partners, and Point Nine, alongside contributions from founders and executives of top-tier tech firms, we are poised for significant growth.

Why Choose a Career at NebiusNebius is at the forefront of revolutionizing cloud computing to cater to the needs of the global AI economy. We develop innovative tools and resources that empower our clients to tackle real-world challenges and transform their industries without incurring hefty infrastructure costs or the need to establish extensive in-house AI/ML teams. Our team operates at the cutting edge of AI cloud infrastructure, collaborating with some of the most experienced and visionary leaders and engineers in the industry.Our Work EnvironmentHeadquartered in Amsterdam and proudly listed on Nasdaq, Nebius boasts a global reach with research and development hubs across Europe, North America, and Israel. Our diverse team of over 1400 professionals includes more than 400 highly skilled engineers with deep expertise across both hardware and software engineering, complemented by our dedicated in-house AI R&D team.The Role: AI and ISV Partner Business Development ManagerJoin us as we build the next-generation partner ecosystem at Nebius. This is not a conventional partner management position; we seek a visionary builder capable of pinpointing, recruiting, and energizing impactful partners that deliver significant business results. You'll be instrumental in defining and expanding Nebius' ISV and AI partner ecosystem from the ground up, forging partnerships that generate new pipelines, open new accounts, and scale through repeatable co-selling motions.Your Responsibilities:Develop and establish Nebius’ ISV partner ecosystem from scratch, focusing on key target accounts, including strategy, segmentation, onboarding models, and long-term growth frameworks.Identify, recruit, and secure high-impact AI and ISV partners to drive new customer acquisition and revenue growth.Design and implement scalable co-sell motions, integrating partners into Nebius’ core sales strategies and opportunities.Foster partner-sourced and partner-influenced pipelines, emphasizing new account growth and expansion.Create structured frameworks for joint business planning, pipeline generation, forecasting, and performance management.Direct joint go-to-market execution, ensuring partners actively generate demand and influence deals.Enhance partner technical readiness and platform adoption through onboarding, training, and joint solution development.Act as a key architect of Nebius’ partner program, including co-sell models, incentives, and engagement frameworks.

The (Executive / Senior) Director of Business Development plays a pivotal role in driving growth for our Pharmacovigilance services. This leadership position is focused on acquiring new business, shaping the company's strategic direction, and contributing insights during board discussions as we aim for continued expansion. The successful candidate will spearhead business development strategies and client retention efforts within designated sales territories or specific accounts.Collaboration is key; the (Executive / Senior) Director will work hand-in-hand with the Business Development team and Functional Managers to foster enduring relationships with influential decision-makers in the life sciences sector. A scientific mindset and the capacity to articulate service solutions effectively are essential for targeting and securing new clients.Key Responsibilities:Develop and execute strategic sales plans within assigned regions.Achieve annual sales targets for key strategic areas.Lead the team in identifying new business opportunities and liaise with the internal PrimeVigilance team to address inquiries, including Requests for Information (RFIs) and Requests for Proposals (RFPs).Establish and maintain strong relationships with current and prospective clients.Prepare and coordinate sponsor presentations, including bid defense meetings.Manage the collection of essential information for proposal development.Guide the team in navigating the RFI/RFP processes and provide comprehensive input.Monitor competitor activities in the Pharmacovigilance landscape.Plan and participate in major industry events and trade shows as needed.Research new market opportunities and identify potential sales points within specific territories or accounts.Oversee all initiatives aimed at client development and retention.Gather, analyze, and present business development data, reporting to the VP as required.Support the VP with strategic input and foster transparent communication across the business development department and the wider organization.Generate reports for senior management, showcasing leadership in best practices for reporting.

Join Nium as the Director of Business Development Representatives (BDR) Nium is a pioneer in the realm of real-time, cross-border payments, dedicated to constructing the payments infrastructure of the future. Our mission is to empower banks, fintechs, and businesses globally to manage their funds seamlessly across borders.With our extensive payout network supporting over 100 currencies across 220+ markets, we provide real-time fund disbursement options to accounts, wallets, and cards while ensuring local collections in 35 markets. Our innovative card issuance services are already operational in 34 countries. Holding regulatory licenses in more than 40 countries, Nium ensures efficient onboarding and compliance, independent of geographical constraints. Our dual headquarters in San Francisco and Singapore exemplify our global reach.The Director of Business Development Representatives (BDR) will spearhead the growth, scaling, and optimization of our BDR and Inside Sales teams. This pivotal role is tasked with creating a robust inbound and outbound sales engine that consistently generates a qualified pipeline for our sales organization, while also driving revenue through inside-led sales initiatives when applicable.The ideal candidate will possess extensive leadership experience within the fintech, payments, SaaS, or financial services sectors, showcasing a proven history of developing high-performing inside sales teams in fast-paced, international environments.

Thunes is rapidly expanding its footprint across North America and is on the lookout for exceptional business development leaders to spearhead market entry and secure transformative agreements. If you are passionate about building relationships, excel at closing significant deals, and are eager to promote a product that facilitates real-time global money movement, this role is designed for you!

About SemgrepSemgrep is at the forefront of code security, enabling developers to innovate seamlessly. Our platform helps teams identify, flag, and resolve critical security issues before deployment, leveraging an adaptive security approach that evolves with your workflow. With Semgrep, code is secured in real-time, providing developers with the agility to progress while maintaining security integrity. Our AI-driven solutions minimize false positives and prioritize actionable vulnerabilities, with validation from 95% of security reviewers across over 6 million findings. We have drastically reduced the burden of false positives for AppSec teams, empowering them to focus on critical tasks.Founded in San Francisco, Semgrep is supported by leading venture firms, including Menlo Ventures, Felicis Ventures, Lightspeed Venture Partners, Redpoint Ventures, and Sequoia Capital. We are recognized by Gartner for excellence in Application Security Testing and trusted by industry leaders like Vanta, Lyft, and Dropbox. Discover more at semgrep.dev.About the RoleAs the Director of Business Operations, you'll play a pivotal role in optimizing the overall function of Semgrep. You'll oversee the operational framework, ensuring effective information flow, enhancing communication across the organization, safeguarding executives' time, and propelling essential initiatives forward. Your role will involve both leadership and active participation as a partner to the VP of Operations, where your sound judgment will contribute to strategic and operational decisions.Being AI-native, you will integrate automation into every operational process to maximize efficiency and eliminate unnecessary manual tasks. Your understanding of engineering dynamics will help you build trust with technical leaders. You will manage one direct report and be responsible for the entire Business Operations function.Key ResponsibilitiesAI-Driven OperationsStreamline all operational processes and workflows through automation, identifying areas of manual work and eliminating them.As the function progresses, transition towards oversight and program management: define the strategic roadmap, collaborate with Tech Ops for implementation, and monitor adoption and effectiveness.Establish benchmarks within Operations for adopting automation and designing AI-centric processes.Operational RhythmDevelop and maintain a consistent operational cadence, ensuring alignment across teams and clarity in objectives.

Genesis Molecular AI is building the GEMS molecular AI platform, driving advances in foundation model training and industrial screening. Strategic partnerships and a strong compute infrastructure are central to the company’s growth and mission. Role Overview The Director of AI Infrastructure Partnerships will lead efforts to secure and manage critical technology alliances, investments, and compute resources. This leader will work closely with top AI organizations, hardware providers, and investors, including firms like a16z and NVIDIA, to support Genesis’s technical and business goals. The role is based in either New York City or the San Francisco Bay Area. What You Will Do Oversee partnerships with NVIDIA and identify new opportunities with leading AI organizations. Structure contracts, equity deals, technical collaborations, co-publications, and data-sharing agreements for both public and proprietary experimental and synthetic data. Create presentations and written materials that clearly communicate Genesis’s platform vision and technical strengths to partners and investors, and integrate these messages into broader external communications. Serve as the business lead and chief negotiator for major cloud computing and AI infrastructure deals. Secure high-performance compute at competitive rates and maintain strong relationships with key partners. Monitor the AI compute market, evaluating providers for cost, reliability, and availability to support research and deployment needs. Work with ML Engineering to forecast compute requirements for model training, synthetic data generation, fine-tuning, and large-scale inference. Optimize performance and budget across multiple cloud environments and track usage to maximize value. Manage the internal budgeting process for compute spend. Translate technical needs into financial forecasts and present capital allocation recommendations to company leadership. What We’re Looking For Significant experience in AI and cloud computing, including managing high-value negotiations and partnerships. Strong analytical and strategic skills, with the ability to assess market trends and make informed decisions. Excellent communication and interpersonal abilities, comfortable explaining complex topics to a range of audiences.

The Center for AI Safety (CAIS) is a premier research and advocacy organization dedicated to mitigating societal-scale risks associated with artificial intelligence. Together with our affiliated organization, the CAIS Action Fund, we address the most pressing AI challenges through an integrated approach that encompasses technical, societal, and policy solutions. Our initiatives include the publication of a global statement on AI Risk endorsed by leading figures such as Geoffrey Hinton and Yoshua Bengio, as well as executives from major AI laboratories. We also operate a large-scale compute cluster that supports global academic researchers in their AI safety investigations.As the Director of Development, you will play an essential role in propelling CAIS’s mission forward by spearheading strategic fundraising initiatives and fostering impactful relationships with donors, partners, and stakeholders. Your responsibilities will include designing and implementing innovative fundraising strategies, securing grants, crafting persuasive proposals, and orchestrating high-impact events. Working closely with program teams, you will ensure that fundraising efforts are aligned with program objectives to amplify CAIS’s influence. Additionally, you will serve as a vital representative for the organization, nurturing partnerships, exploring strategic alliances, and delivering crucial updates to executive leadership that support the organization's growth and success.

About DescriptAt Descript, we revolutionize the way audio and video content is created, making it as effortless as editing text. Our innovative platform empowers creators, teams, and enterprises to seamlessly record, edit, and collaborate on a variety of multimedia projects including podcasts, marketing videos, and educational content. We are dedicated to eliminating the complexities of multimedia production, enabling everyone to share their stories with ease.Role OverviewAs a dynamic AI Growth Specialist (Business Development Representative) at Descript, you'll play a pivotal role in our growth strategy. You will be on the front lines, identifying and qualifying new business opportunities while building meaningful relationships with decision-makers in modern media, marketing, and enterprise teams. Your contributions will directly support our Account Executives in generating a robust sales pipeline, and your performance will be evaluated based on your activity, pipeline development, and successful revenue conversions.This is a highly collaborative position where you will work closely with teams across Marketing, Sales, Customer Success, and Product to enhance our messaging, target ideal buyers, and refine scalable playbooks.Your ResponsibilitiesLead proactive outbound prospecting efforts through various channels including email, phone, social media (LinkedIn), and follow up on inbound leads to secure qualified meetings for the Account Executive team.Implement targeted outreach sequences that balance personalization with scalability, taking ownership of the top of the funnel for your assigned market segments.Qualify potential deals using the MEDDPICC framework, maintain a healthy pipeline, and consistently deliver high-quality leads to AEs.Achieve weekly and monthly activity and pipeline goals, including calls, emails, meetings, and SQLs.Utilize CRM and sales engagement tools (Salesforce, Unify, Apollo, LinkedIn Sales Navigator) to track your activities and report on key funnel metrics.Collaborate with Marketing to test, optimize, and refine messaging, campaigns, and inbound conversion strategies.Act as the voice of the customer by sharing insights on buyer challenges, competitive intelligence, and feature requests with Product and GTM teams.Contribute to the development of playbooks and training materials for future Sales Development Representatives.What We Seek1-3 years of professional experience, preferably in SaaS, AI, or Investment Banking.Proven track record in outbound prospecting and generating meetings for quota-driven teams.Exceptional written and verbal communication skills; able to craft engaging outreach and lead productive discovery conversations.Adept at working in a high-activity environment, with a strong focus on metrics and continuous improvement.Experience with CRM and sales engagement tools; eager to learn and adapt to new technologies and processes.Demonstrated grit, curiosity, and the ability to learn quickly from feedback.Willingness to familiarize yourself with our core systems and workflows.