Business Development Manager

BUSINESS DEVELOPMENT MANAGER Location: San Jose, Bay Area, California At Trener, we are redefining how industrial robots are programmed. For decades, industrial automation has relied on rigid, point-to-point programming that requires significant engineering effort and limits flexibility. Our AI platform enables robots to perceive, reason, and execute complex manufacturing tasks autonomously, helping manufacturers deploy intelligent automation faster and with less manual programming. We are looking for a Business Development Manager who is an equal parts relationship builder, market strategist, and opportunity creator. This role is responsible for generating new business opportunities while also identifying emerging customer needs that can inform the next generation of robotic skills and product offerings. You will work at the front edge of the market, listening closely to manufacturers, uncovering unmet automation challenges, and helping Trener determine where to expand next. Your Mission Your mission is to open doors and uncover what the market needs next. You will identify and engage enterprise manufacturers, build relationships with decision-makers, and create qualified opportunities for the commercial team. Just as importantly, you will surface recurring customer pain points and unmet needs that can shape new robotic skills, applications, and product offerings. You will help customers and Trener answer two essential questions: 1. Where can AI-driven robotics create meaningful business value today? 2. What automation challenges represent the next major opportunity for Trener? What You Will Do GENERATE AND QUALIFY OPPORTUNITIES - Identify target accounts in manufacturing, industrial automation, and robotics. - Conduct outbound prospecting through email, LinkedIn, phone, referrals, and industry events. - Build relationships with engineering, operations, manufacturing, and executive leaders. - Qualify customer challenges, priorities, and business drivers. - Schedule discovery meetings, facility visits, and executive introductions. SURFACE STRATEGIC MARKET INSIGHTS - Listen for recurring pain points and unmet automation needs across enterprise accounts. - Identify patterns that suggest opportunities for new robotic skills, applications, and product offerings. - Share market intelligence with sales, product, and engineering teams to help shape roadmap priorities. - Maintain a strong understanding of competitive offerings and emerging market trends. COLLABORATE TO ADVANCE OPPORTUNITIES - Partner with Application Engineers to scope technical opportunities and define Proofs of Value. - Work closely with sales leadership to prioritize target accounts and strategic initiatives. - Maintain accurate pipeline and activity data in the CRM. - Support trade shows, conferences, and customer events. What We Are Looking For - 5–10 years of experience in business development, sales development, strategic prospecting, or market development. - Experience selling technical products or services to manufacturing, industrial, or enterprise customers. - Strong curiosity and ability to uncover underlying customer problems. - Excellent written and verbal communication skills. - Ability to connect technical challenges to business outcomes. - Highly organized, self-directed, and comfortable in a fast-moving startup environment. What Will Set You Apart - Experience in robotics, industrial automation, manufacturing software, or AI. - Familiarity with CNC machining, machine tending, or factory operations. - Experience working with enterprise accounts and complex buying cycles. - Ability to identify patterns across customer conversations and translate them into strategic insights. - Experience with working and developing partner networks - Interest in shaping product direction, not just generating pipeline. What Success Looks Like Success in this role is not measured solely by meetings booked or leads generated. Success means: - Creating a steady flow of hig