Account Director, Sales

This is a fully remote position, open to applicants in United States.

📋 Description

• Acquire new business opportunities with AI builders, laboratories, and enterprises.

• Manage a quota and a target-account portfolio within the AI builders, labs, and large enterprise sectors.

• Oversee the entire sales process from initial discussions to the signing of contracts.

• Promote AI safety solutions, including evaluation, benchmarking, red teaming, and human data services.

• Market AI conversation monitoring and analysis to enterprise clients implementing AI.

• Develop and execute account strategies while engaging cross-functionally with technical, research, product, trust and safety, risk and compliance, legal, security, and executive stakeholders.

• Create pipeline opportunities through outbound efforts, networking, partnerships, and events.

• Tailor deals around the SaaS platform and incorporate expert-led services when necessary.

• Conduct discovery discussions addressing AI safety issues, risk concerns, and success metrics.

• Collaborate with Clinical Solutions and Product teams on demonstrations, pilot projects, proposals, RFPs, and security or procurement evaluations.

• Navigate legal, procurement, information security, and contract discussions until closure.

• Coordinate customer transitions with the Customer Success team.

• Identify and seek out opportunities for account expansion.

• Maintain precise pipeline management, forecasting, account documentation, and CRM records.

• Relay market insights, competitor analysis, and customer feedback to Sales leadership, Product Marketing, and Product teams.

• Acquire knowledge of the platform, services, and client base; observe customer interactions and delivery programs.

• Develop account strategies and target lists to generate a qualified sales pipeline.

• Achieve or surpass quota, secure new clients, establish trusted advisor relationships, and assist in refining sales processes and playbooks.

⛳️ Requirements

• 7+ years of experience in enterprise B2B sales.

• Proven history of closing complex deals exceeding six figures with lengthy, multi-stakeholder sales cycles.

• Significant experience in selling SaaS products.

• Ideally, experience in selling technical products such as AI/ML, data, analytics, security, or developer tools.

• Familiarity with providing services alongside software solutions.

• Experience selling to AI builders or labs, enterprises implementing AI, or offering conversation analytics, monitoring, quality assurance, or risk and compliance solutions is highly advantageous.

• Ability to engage credibly with technical, research, clinical, risk, and executive audiences.

• A strong interest in AI safety, evaluation, and behavioral science.

• Excellent skills in discovery, negotiation, and forecasting.

• Capability to maintain organized pipeline and CRM records.

• Self-motivated and collaborative in nature.

• Enjoyment of working in an early-stage, remote-first company environment.

🏝️ Benefits

• 50/50 on-target variable compensation.

• Equity eligibility may also apply.