Field Sales

About IRL

Researchers at UC Berkeley have identified a "100,000-year data gap" - the gulf between what trained AI language models and what physical robots actually have to learn from. Closing that gap is the defining infrastructure challenge of the physical AI era. IRL is Instawork's answer to it. We deploy skilled workers into real commercial and residential environments - kitchens, warehouses, hotel floors, homes - to capture the high-fidelity task data that the world's leading Robotics labs use to train their foundation models. Read more here.

Role Overview

The Commercial Field Sales is responsible for onboarding commercial businesses onto the Instawork data collection platform, managing a team of Field Officers, and ensuring maximum recording hours across all active locations. The role combines business development, team management, and operational execution.

A Data Captain has the opportunity to earn incentives up to 1,00,000 per week.

Key Responsibilities

• Identify, pitch, and onboard commercial businesses (retail shops, kitchens, construction sites, workshops) for egocentric video data collection
• Ensure weekly hours targets are met across all onboarded businesses to hit slab bonuses
• Manage Field Officers who are stationed at business locations to supervise recording
• Coordinate device allocation with the office - ensure the right number of devices reach each location
• Maintain the business pipeline in the tracking sheet (Commercial Conversion Responses)
• Ensure business owners understand the payout structure and are motivated to maximize recording hours per device

Business Development & Onboarding

• Visit 8-10 commercial businesses daily to pitch the data collection opportunity
• Deliver the standard pitch: "We pay you per hour. Your team wears a small phone while doing their normal work. We record for 2-3 days, pay you, and leave."
• Explain the business payout slabs: 0 for under 2 hours per device, 200/hr for 2-4 hours, 600 bonus at 4 hours, 350/hr above 4 hours
• Handle common objections (what's it for, how long, is it legal, rate negotiation)
• Get the agreement signed on the spot
• Log every business in the Google Sheet immediately - Field Officer gets auto-assigned

Field Officer Management

• Each Data Captain manages multiple Field Officers stationed at different business locations
• Track which locations are actively recording and how many device-hours are being logged daily
• Call Field Officers at slow locations - the #1 failure mode is collectors taking breaks and hours staying low
• Ensure FOs are pushing for 6+ hours per device per day at every location
• Escalate FO performance issues to the IC / Team Lead
• Coordinate with FOs on device logistics: how many devices needed, when a location will finish, when to move to the next business

  Daily Rhythm

  • Morning: Field visits to new businesses - pitch, sign agreements, log in sheet
  • Afternoon: Check recording status with FOs, call slow locations, update pipeline sheet, plan next day
  • End of day: Review total hours across all locations, calculate progress toward weekly slab

  Compensation

  • Base Salary: 25,000/month (fixed)
  • Weekly Slab Bonuses (based on total hours delivered across all your businesses for 25 devices):
  • 400 hours: 15,200
  • 600 hours: 28,500
  • 800 hours: 45,600
  • 1,000 hours: 95,000
  • Only the highest slab achieved pays out each week
  • Maximum weekly earnings: ~1,01,000 (base portion + top slab)

    Skills & Eligibility

    • Strong communication and persuasion skills - you are selling to business owners daily
    • Ability to manage and motivate a team of Field Officers remotely
    • Comfort with walking into businesses cold and delivering a pitch
    • Basic smartphone and app proficiency
    • Good knowledge of Bengaluru areas
    • Self-driven, target-oriented, and accountable
    • Own smartphone required; two-wheeler preferred

    Key Performance Indicators

    • Weekly hours delivered: Total device-hours from all onboarded businesses (drives slab bonus)
    • Businesses onboarded per week: Pipeline velocity
    • Business completion rate: Percentage of onboarded businesses that finish their full recording quota
    • FO management: Device utilization and pace at managed locations
    • Pipeline accuracy: Sheet updated daily with correct status for every business
    • Escalation speed: Issues flagged to IC promptly, not left unresolved