Account Director, Sales
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Job Description
Account Director selling mpathic’s AI safety SaaS and expert services to AI builders, labs, and enterprises. Owning complex consultative sales cycles from pipeline generation through expansion.
Responsibilities:
- Win new business with AI builders, labs, and enterprises
- Own a quota and target-account book across AI builders, labs, and large enterprises
- Run the full sales cycle from first conversation through signed contract
- Sell AI safety solutions, including evaluation, benchmarking, red teaming, and human data services
- Sell AI conversation monitoring and analysis to enterprise organizations deploying AI
- Build and execute account plans and multi-thread across technical, research, product, trust and safety, risk and compliance, legal, security, and executive stakeholders
- Generate pipeline through outbound, networking, partnerships, and events
- Shape deals around the SaaS platform and add expert-led services when needed
- Lead discovery conversations covering AI safety challenges, risk concerns, and success criteria
- Partner with Clinical Solutions and Product on demos, pilots, proposals, RFPs, and security or procurement reviews
- Navigate legal, procurement, information security, and contract negotiations through close
- Coordinate customer handoffs with Customer Success
- Identify and pursue account expansion opportunities
- Maintain accurate pipeline, forecasts, account notes, and CRM records
- Share market, competitor, and customer feedback with Sales leadership, Product Marketing, and Product
- Learn the platform, services, and customers; shadow customer conversations and delivery programs
- Build account plans and target lists and generate qualified pipeline
- Meet or exceed quota, close new logos, establish trusted-advisor relationships, and help refine sales processes and playbooks
Requirements:
- 7+ years of experience in enterprise B2B sales
- Track record of closing complex, six-figure-plus deals with long, multi-stakeholder sales cycles
- Deep experience selling SaaS
- Ideally, experience selling technical products such as AI/ML, data, analytics, security, or developer tools
- Familiarity with selling services alongside software
- Experience selling to AI builders or labs, enterprises adopting AI, or selling conversation analytics, monitoring, quality assurance, or risk and compliance solutions is a strong plus
- Ability to speak credibly with technical, research, clinical, risk, and executive audiences
- Curiosity about AI safety, evaluation, and behavioral science
- Strong discovery, negotiation, and forecasting skills
- Ability to maintain disciplined pipeline and CRM records
- Self-directed and collaborative
- Enjoyment of working in an early-stage, remote-first company
Benefits:
- 50/50 on-target variable compensation
- Equity eligibility may also apply
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