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Role Description

We’re looking for a Strategic Account Manager to own and grow relationships with a select group of high-impact AI companies and enterprise AI teams. This is not traditional SaaS selling. Our clients build and fine-tune foundation models, deploying production AI systems, and require high-quality, domain-specific training data to power them.

You will operate at the intersection of AI research, data operations, and commercial strategy — acting as a trusted advisor to technical buyers while driving long-term revenue expansion. This role is high-autonomy, high-visibility, and revenue-critical.

What You’ll Do

• Own & Grow Strategic Accounts
  • Manage a portfolio of key AI-native and enterprise AI accounts
  • Develop multi-threaded relationships across research, ML, product, and procurement teams
  • Build account plans that map technical needs to scalable data solutions
  • Drive expansion through new use cases, domains, and geographies
• Lead Complex, Technical Sales Cycles
  • Navigate consultative, solution-based deals (often custom scopes)
  • Translate model requirements (fine-tuning, RLHF, synthetic data, evals) into commercial proposals
  • Partner with delivery and ops teams to scope programs accurately
  • Manage pricing strategy, contract negotiations, and renewals
• Act as the Voice of the Customer
  • Surface client feedback on quality, latency, compliance, and scale
  • Collaborate cross-functionally with product, ops, and leadership
  • Identify whitespace opportunities in emerging model categories
• Drive Revenue & Forecasting Discipline
  • Own quota across expansion and renewals
  • Maintain clean pipeline hygiene
  • Provide accurate forecasting on complex, usage-based revenue streams

What Success Looks Like

• Deep, trusted relationships with senior AI researchers and data leaders
• High retention and net revenue expansion within accounts
• Strong multi-year contracts with growing scope
• Ability to identify and close new model programs early

Qualifications

• 5–10+ years in strategic sales or account management
• Experience managing $1M+ ARR accounts or equivalent enterprise spend
• Comfortable navigating procurement and enterprise security processes

Requirements

• Experience selling into AI/ML teams, data infrastructure, or technical buyers
• Familiarity with concepts like:
  • Foundation models
  • RLHF / RLAIF
  • Model fine-tuning
  • Synthetic data
  • Human-in-the-loop systems
• Able to speak credibly with ML engineers and research teams
• Strong account planning methodology
• Experience with complex scoping and pricing
• Comfortable in ambiguous, fast-moving environments

Benefits

• This is not transactional SaaS selling.
• Deals are custom, high-context, and deeply tied to model performance.
• Your impact directly influences how frontier AI systems are trained and deployed.