Business Development
Senior individual contributor responsible for building strategic relationships with AI model labs and enterprise customers, expanding evaluation infrastructure revenue, and closing complex seven-figure contracts. Requires 10+ years of technical sales or business development experience, strong AI fluency, and proven enterprise deal execution.
About the job
Responsibilities
Strategic Account Growth & Execution
- Serve as the primary business lead for top global model labs, managing relationships from research leads through procurement.
- Expand revenue across text, code, multimodal, vision, and auto-evaluation offerings by aligning evaluation programs with customer training and research roadmaps.
- Identify and close select opportunities with high-value enterprise accounts evaluating internal or vendor models.
- Negotiate co-release and marketing rights for major lab partnerships.
- Own contract renewals, upsells, and expansions, maintaining visibility into multi-quarter revenue commitments.
Forecasting, Deal Structuring & Strategy
- Maintain rigorous revenue forecasts tied to delivery schedules, consumption pacing, and renewal cycles.
- Design and enforce pricing frameworks balancing committed contracts with usage-based consumption.
- Collaborate with Delivery and Product teams to align evaluation capacity, quality, and timing with customer expectations.
- Ramp up on new evaluation and data products and develop strategies to sell them into existing and new relationships.
Requirements
- 10+ years of business development or sales experience.
- Proven track record selling complex technical infrastructure or data products as a top-performing individual contributor.
- History of personally closing seven-figure deals.
- Experience navigating procurement at large organizations and negotiating complex terms independently.
- Fluency in AI concepts and ideally experience working in AI, including training, inference, RLHF, and benchmarking.
- Ability to operate autonomously, manage a pipeline, maintain forecasts, and uphold deal hygiene.
- Operational rigor in aligning sales commitments with delivery reality and partnering with finance and product to ensure deals are profitable and executable.
Compensation & Benefits
- Competitive compensation and equity aligned to the markets where team members are based.
- Base salary range dependent on the candidate’s permanent work location.
- Comprehensive medical, dental, vision, and additional health and wellness benefits.
- Opportunity to work on cutting-edge AI with a small, mission-driven team.
Skills
Artificial Intelligence, Machine Learning, Ai Model Evaluation, Data Products, Technical Infrastructure, Training, Inference, RLHF, Benchmarking, Pipeline Forecasting, Pricing Strategy, Contract Negotiation, Procurement, Usage-Based Pricing, Revenue Forecasting
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