Senior Technical Account Manager (Strategic Accounts & Partnerships)

Job summary

You will serve as the technical owner for strategic enterprise accounts, bridging the gap between customer operations and internal engineering teams to deploy robotic solutions. You are responsible for managing the full lifecycle of these accounts, from technical discovery and business case development to driving multi-site fleet expansions.

Job details

YOUR NEW ROLE AND TEAM Sanctuary deploys its Embodied Intelligence Platform on industrial hardware into customer facilities. Our largest customers are global logistics, retail, and manufacturing operators — organizations that buy on operational evidence, not on a pitch deck, and that expand only when a first cell has proven itself on their floor. This role is the technical owner of those relationships. You will sit between the customer's operations and ML teams and our Solutions, Deployment, and Research teams, translating real work — the tasks, cycle times, and constraints of a live facility — into deployable cells, and translating what we learn back into product direction. You will also be the front door for partnership requests, qualifying integrators, OEMs, and technology partners against what our stack actually needs. Reporting to the Commercial team but you will work with Solutions, Deployment, Product Launch, Research/ML, Partnerships OUR SUCCESS CRITERIA * Own a portfolio of strategic enterprise accounts end to end — from first technical discovery through pilot before handing over for scaling and deployment, and multi-site fleet expansion. * Run the consultative motion: map customer operations on-site, identify the tasks where dexterous manipulation actually pays, and build the business case (throughput, cost-per-task, ROI, payback) that survives their finance review * Translate operational requirements into technical scope Solutions and Deployment can execute against — task definition, cell design inputs, data collection plans, and acceptance criteria the customer signs * Drive 1–2 strategic projects per year that come out of these accounts in conjunction with the customer success team — a lighthouse deployment, a new task category, a multi-site expansion framework — as the accountable stakeholder who unblocks and delivers, not as a coordinator * Own the technical narrative with the customer's automation, ML, and engineering leaders: how the platform learns, how teleoperation and demonstration data become policies, what imitation learning and behavior cloning do and do not solve today, and where the capability boundary sits * Manage inbound and outbound partnership requests — potential technology partners, automation OEMs, infrastructure and data partners — qualifying technical fit against the stack. * Feed structured customer requirements back into the product and research roadmap — which tasks matter, and what dexterity, reliability, and autonomy thresholds unlock the next tranche of spend * Own the account forecast, expansion pipeline, and commercial structure for your portfolio in partnership with BU leadership YOUR EXPERIENCE QUALIFICATIONS * Engineering or Economics degree + industry experience and exposure to robotics, manufacturing or warehouse customers, physical AI systems. * Working fluency in modern robot learning: imitation learning, behavior cloning, demonstration and teleoperation data collection, policy evaluation, and multimodal foundation models. * 5-7+ years in technical account management, solutions engineering, or consultative enterprise sales for robotics, industrial automation, ML platforms, or capital equipment * Demonstrated working with large multinational accounts — e.g Amazon, Toyota, Novartis etc. and peers at that scale, but also smaller boutique companies. * Experience qualifying, structuring, or running partnerships with technology vendors. SKILLS * Consultative discovery — able to stand on a distribution centre or plant floor, watch a process, and say precisely where the technology fits, where it does not yet, and what would change that * Numerate and cost-aware; can build and defend a throughput and ROI model in front of a customer's finance and operations leadership * Understands the fundamental stack — hardware, control, perception, learning, data pipeline, and on-prem, cloud, and air-gapped deployment — well enough to qualify a partnership request without engineering hand-holding * Able to own strategic projects across functions through influence rather than authority * Strong written communicator: technical proposals, deployment scopes, executive readouts, and customer-facing documentation TRAITS * Credible in both rooms — the operations floor and the ML team — and comfortable switching between them in the same day * Honest about the capability boundary; sells what the platform can do today and builds trust that carries the roadmap * Comfortable being the single accountable owner of an account and a project * Pragmatic and data-driven; prioritizes the customer problems that actually drive expansion * Proactively pulls customer reality upstream into product and research rather than downstream * Adaptable in a fast-paced environment where products and processes are still evolving Working at Sanctuary AI Sanctuary AI is an equal opportunity employer; employment with Sanctuary AI is governed based on skills, competence, and qualifications and will not be influenced in any way by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability, or any other legally protected status. In 2023, Sanctuary AI moved into a state-of-the-art office facility and has been recognized by LinkedIn as a Top Startup company. Compensation and Benefits Sanctuary offers a market-leading compensation package that includes competitive salaries, equity stakes, and a full suite of benefits for permanent employees, encompassing health coverage, paid time off, cutting-edge work facilities, and worksite flexibility by role. Our commitment to fairness ensures that our total compensation consistently surpasses market standards. About Sanctuary AI Founded in 2018, Sanctuary builds humanoid robots and a novel control system for them that integrates symbolic logic and reasoning with data-driven robot foundation models. We use our robots to collect vision, audio, touch, and proprioception data from the perspective of the robot while they perform real-world work tasks. We use that data to train multimodal robot foundation models. Because our systems are vertically integrated, we can design, deploy, and refine at scale. Our mission is to create the world's first human-like intelligence platform for robots.

What you’ll do

You will serve as the technical owner for strategic enterprise accounts, bridging the gap between customer operations and internal engineering teams to deploy robotic solutions. You are responsible for managing the full lifecycle of these accounts, from technical discovery and business case development to driving multi-site fleet expansions.

Requirements

Candidates must possess an engineering or economics degree with 5-7+ years of experience in technical account management or consultative sales within robotics or industrial automation. A strong understanding of modern robot learning, including imitation learning and foundation models, is required to effectively manage technical narratives and partnerships.

Benefits

• Competitive salaries • Equity stakes • Health coverage • Paid time off • Cutting-edge work facilities • Worksite flexibility

Listed skills

• Machine learning · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Technical account management
• Robotics
• Industrial automation
• Machine learning
• Consultative sales
• Imitation learning
• Behavior cloning
• Data collection
• Policy evaluation
• Multimodal foundation models
• Business case development
• Strategic project management
• Partnership management
• Engineering
• Economics
• Customer relationship management
• Enterprise Sales
• Policy Evaluation
• Influencing Skills
• Customer Success Management
• Industrial Automation
• Influencing Without Authority
• Global Logistics
• Time Off Management
• Pitch Deck
• Research
• Account Management
• Artificial Intelligence
• Automation
• Business Case
• Control Systems
• Data Collection
• Finance
• Warehousing
• Leadership
• Machine Learning
• Mathematical Logic
• Operations
• Relationship Building
• Remote Operation
• On Prem
• Data Pipelines
• Honesty
• Artificial Intelligence Infrastructure

Job areas

• Technology
• Engineering
• Management & Leadership
• Logistics
• Manufacturing
• Strategic Account Manager
• Technical Account Manager
• Retail and Wholesale Trade Managers
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products