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EmploymentFull-time
Overview
ABOUT THE ROLE
Full job description
ABOUT THE ROLE This is a founding sales role at a seed-stage AI/ML company, owning commercial relationships with frontier research labs and applied AI teams across healthcare, robotics, and language model development. You will build the sales motion from scratch, sitting at the intersection of product, customer discovery, and strategy, and your feedback will directly shape what gets built. WHAT YOU'LL DO
- Identify and engage researchers and data leads inside target organizations who have reasoning gaps the product can close.
- Build and own account plans for a defined set of labs, mapping buyers, evaluation bottlenecks, and post-training challenges.
- Run technical discovery conversations with research and data leadership, translating findings into product requirements.
- Structure and negotiate enterprise engagements, licensing arrangements, and data agreements, owning pricing strategy and deal shape.
- Bring competitive and demand intelligence back into the company to inform roadmap decisions.
- Collaborate with expert networks to maintain technical credibility with highly technical buyers.
- Create the sales playbook itself, with no existing motion to follow. WHAT WE'RE LOOKING FOR
- 3 or more years selling technical products to technical buyers, with demonstrated ownership of complex deals from start to close (not supporting roles).
- Direct experience selling to or working inside AI labs, robotics companies, data infrastructure firms, or research organizations.
- Fluency in how modern models are trained and evaluated, including post-training, evaluation design, and reward signal design.
- Experience building and owning account plans, including identifying buyers, mapping organizational structures, and defining engagement strategies.
- Proven ability to structure and negotiate enterprise deals, including licensing and data agreements.
- Experience building sales processes and playbooks from scratch in new markets or for new product categories.
- Comfort operating with minimal structure where product definition is still evolving and your input shapes direction.
- Existing relationships with research or data teams at frontier AI labs is a strong plus.
- Background in healthcare, life sciences, regulated environments, robotics, autonomy, or embodied AI is a plus.
- Prior experience as an early commercial hire at a seed or Series A company is a plus. COMPENSATION & BENEFITS Base salary range: $360,000 to $400,000 USD annually. Visa sponsorship is not available. LOCATION Primary location is San Francisco, California. Remote work within the United States is also considered.
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