Director of Sales - AI Frontier Labs

Accountabilities:

As Director of Sales – AI Frontier Labs, you will lead business development and account management efforts, develop strategic client relationships, and deliver sustainable revenue growth across the frontier AI market.

• Drive new business development through prospecting, lead generation, pipeline management, negotiations, and deal closing.

• Expand existing accounts through upselling, cross-selling, renewals, and the development of long-term commercial partnerships.

• Engage with frontier AI laboratories and other advanced AI organizations to understand their technical and business challenges.

• Identify client pain points and structure tailored, scalable solutions for machine learning and AI development needs.

• Develop and maintain strong relationships with key stakeholders, positioning the organization as a trusted partner for AI data and model development solutions.

• Coordinate sales and account teams to ensure effective client engagement, consistent communication, and successful commercial outcomes.

• Collaborate with engineering, delivery, and customer success teams to align proposed solutions with client requirements and delivery capabilities.

• Lead commercial discussions, define project opportunities, and translate customer needs into actionable proposals.

• Manage sales operations activities, including competitive intelligence, requests for proposals (RFPs), and pipeline reporting.

• Contribute to the evolution of go-to-market strategy by identifying market trends, refining sales approaches, and uncovering new growth opportunities.

Requirements:

The ideal candidate is an experienced technology sales professional who combines a strong track record of revenue generation with technical knowledge of AI and machine learning, particularly within the frontier AI ecosystem.

• At least five years of quota-carrying sales experience in the technology sector.

• Demonstrated success in both new business acquisition and existing account development.

• Essential experience selling to frontier AI laboratories, particularly solutions involving human-in-the-loop data for code, STEM, multimodal AI, and off-the-shelf AI applications.

• Previous experience working in a technology startup or similarly fast-moving environment.

• Bachelor’s or master’s degree in a STEM discipline, such as Computer Science, Mathematics, Physics, or a related field.

• Strong understanding of AI and generative AI technologies, market trends, and the evolving needs of advanced AI developers.

• Foundational knowledge of statistics, machine learning, and data science, with the ability to engage credibly in technical and commercial discussions.

• Excellent prospecting, negotiation, presentation, and relationship-management skills.

• Ability to identify complex customer needs and translate them into commercially viable solutions.

• Strong collaboration skills and the ability to work effectively with technical, delivery, and customer success teams.

• Experience with consulting methodologies at an Engagement Manager level or equivalent is an advantage.

• Ability to work remotely from the United States and operate effectively in a globally distributed environment.

Benefits:

• Remote work opportunity within the United States.

• Opportunity to contribute to the development and commercialization of advanced AI technologies.

• Exposure to leading frontier AI laboratories, technology companies, and innovative AI startups.

• Collaboration with a globally distributed team and specialists across multiple technical and scientific domains.

• Opportunity to help shape go-to-market strategy and influence commercial growth in a rapidly evolving industry.