Instawork is on a mission to create meaningful economic opportunities for skilled hourly professionals in communities around the globe. Our AI-powered labor marketplace helps local businesses scale, and enables global technology companies to push the frontiers of robotics and AI. Backed by world-class investors like Benchmark, Spark Capital, Craft Ventures, Greylock, Y Combinator, and others, we’re looking for exceptional talent to reimagine the way the world works.
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
Our Values
Empathy, Trust & Candor
We put ourselves in the shoes of our colleagues and customers and don’t shy away from uncomfortable conversations, instead building trust through honest and direct feedback.
Bias for Action
We practice high-velocity decision-making, clear-eyed that we often operate with incomplete information. Growing quickly means it’s OK to be wrong, so long as we learn from our mistakes and course correct!
Always Be Learning
We’re a curious bunch, and with AI transforming our workplace we encourage everyone to learn from each other, compounding our knowledge and experience to help us change an entire industry.
Act Like an Owner
We work long, hard, and smart, building products that delight our users and drive growth. Your ability to impact Instawork is limited only by your courage and conviction, not your job description.
About Instawork
Founded in 2015, Instawork is the nation’s leading online labor marketplace for food services, hospitality, light industry, and logistics, connecting more than 7M skilled workers with local restaurants, hotels, warehouses, stadiums, and more. Our AI-powered platform serves thousands of businesses across more than 50 major markets in the United States and Canada. We're not just helping fill shifts, we're supporting local economies—and we're just getting started!
Instawork has been featured by CBS News, The Wall Street Journal, The Washington Post, and the Associated Press. Forbes included us on their Next Billion Dollar Startups list; RetailTech Breakthrough named us Workforce Hiring Solution of the Year for 2025; and Inc. 5000 recognized us as one of the country's top 10% fastest-growing companies two years in a row. But what matters most is our impact. We're solving real problems for real people, and we’re doing it at scale.
Join our team to help us build something that matters! We’re looking for superstars who want to help us shape the future of work. With hubs in San Francisco, Bangalore, and Chicago, city offices in New York, Phoenix, and Singapore, we're back to working together in-person five days a week because we believe the best ideas happen when great people collaborate face-to-face. We also value diverse perspectives and encourage applications from candidates of all backgrounds.
Ready to make an impact? Learn more at www.instawork.com/about.
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