Strategic Account Executive

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

📋 Description

• Take charge of the entire commercial process for a portfolio of frontier lab accounts, starting from the initial conversation to scoping, pricing, contracting, and closure.

• Maintain a quota for acquiring new clients and expanding within existing accounts.

• Lead the efforts for renewals, upsells, and long-term programs.

• Establish the commercial framework for engagements in collaboration with the Strategic Partnership Manager and the research team.

• Navigate deals through procurement, legal, and security evaluations during extended multi-month cycles.

• Cultivate relationships across research, safety, policy, and procurement sectors.

• Convey market and customer requirements internally to inform the evaluation offering.

• Represent Gray Swan at conferences, workshops, and discussions on standards.

• Report to the SVP of Frontier Lab Safety and work together with a Strategic Partnership Manager.

⛳️ Requirements

• Over 5 years of experience closing complex enterprise or professional services deals worth six figures or more, characterized by lengthy, consultative, multi-stakeholder processes.

• Proficiency in AI safety and evaluation, adequate to engage in discussions about model testing, red teaming, and agentic risk with technical buyers.

• Background in selling to or collaborating with AI labs, research institutions, or government and regulatory agencies.

• Proven track record of account growth through renewals, expansions, and long-term programs.

• Experience handling sensitive customer information under NDA conditions.

• Capability to manage procurement, legal, and security reviews throughout extended sales cycles.

• Ability to work remotely within the United States.

• Legal authorization to work in the United States or eligibility for potential visa sponsorship.

🏝️ Benefits

• 401k plan with matching up to 4%.

• 28 days of annual leave (including vacation and holidays).

• Comprehensive health, dental, and vision insurance.

• Catered lunches provided in the Pittsburgh office.

• Flexible work arrangements available.

• Visa sponsorship offered for exceptional candidates.

• Significant equity package.

• Commission structure in place.