Account Director, Sales

About the role

mpathic is seeking a Sales Account Director to sell AI safety solutions to two groups of buyers: AI builders and labs that need to evaluate, red team, and improve the safety of their models, and enterprise organizations that are putting AI to work and need to monitor and analyze AI conversations. This is an individual contributor role for an experienced seller who is energized by complex, consultative sales.

Most of what you sell is SaaS, paired with expert-led services where customers need hands-on support. You will own the full sales cycle, from building pipeline in target accounts through negotiation and close, and you will work closely with Clinical Solutions, Product, and Customer Success to make sure what you sell is what we deliver.

What you'll do

Win new business with AI builders, labs, and enterprises

• Own a quota and a book of target accounts across AI builders and labs and large enterprises, and run the full sales cycle from first conversation to signed contract.
• Sell AI safety to AI builders and labs, including evaluation, benchmarking, red teaming, and human data needs.
• Sell conversation monitoring and analysis to enterprise organizations deploying AI, helping them understand how their AI systems behave in real conversations with customers, patients, employees, or other users and where they put people at risk.
• Build and execute account plans that identify the right stakeholders, such as AI safety, research, product, trust and safety, risk and compliance, legal, security, and executive sponsors, and multi-thread across them.
• Generate your own pipeline through outbound, networking, partnerships, and events, alongside support from marketing and sales leadership.
• Shape each deal around the platform first, adding expert-led services where customers need additional capacity or expertise.

Run consultative, technical sales cycles

• Lead discovery conversations that uncover the customer's AI safety challenges, risk concerns, and success criteria.
• Partner with Clinical Solutions and Product on demos, pilots, proposals, and responses to RFPs and security or procurement reviews.
• Navigate complex buying processes, including legal, procurement, and information security, and manage contract negotiation through close.

Grow accounts and hand off with care

• Work with Customer Success on a smooth handoff so customers feel continuity from the sales conversation into delivery.
• Identify and pursue expansion opportunities within your accounts as customers adopt the platform and their programs mature.

Operate with discipline

• Maintain accurate pipeline, forecasts, and account notes in the CRM.
• Share market, competitor, and customer feedback with Sales leadership, Product Marketing, and Product.

What you'll accomplish

In your first 60-90 days you'll...

• Learn mpathic's platform, services, and customers in depth, and become confident telling our story to technical, research, and executive buyers.
• Shadow customer conversations and delivery programs to understand what great delivery looks like.
• Build an account plan and target list across both buyer groups and begin generating qualified pipeline.

In your first year you'll...

• Consistently meet or exceed quota with a healthy, well-qualified pipeline.
• Close new logos with AI builders, labs, and enterprises and establish yourself as a trusted advisor to their AI safety and risk leaders.
• Help refine our sales process, messaging, and playbook based on what you learn in the field.

You'll thrive in the role if you:

• Have [7+] years of experience in enterprise B2B sales, with a track record of closing complex, [six-figure-plus] deals with long, multi-stakeholder cycles.
• Have deep experience selling SaaS, ideally technical products such as AI/ML, data, analytics, security, or developer tools.
• Are familiar with selling services alongside software, and comfortable scoping and positioning expert-led services as part of a SaaS deal.
• Have sold to AI builders or labs, or to enterprises adopting AI, or have sold conversation analytics, monitoring, quality assurance, or risk and compliance solutions. Experience in any of these is a strong plus.
• Can speak credibly with technical, research, clinical, risk, and executive audiences, and are curious about AI safety, evaluation, and behavioral science.
• Have strong discovery, negotiation, and forecasting skills, and keep your pipeline and CRM disciplined.
• Are self-directed and collaborative, and enjoy working in an early-stage, remote-first company.

Role details

• Location: Remote (US), West Coast preferred
• Schedule: Full-time
• Compensation: annual base salary plus target variable compensation (50/50 pay mix), Variable compensation is subject to the company sales commission plan; equity eligibility may also apply.
• Equity eligible
• Focus: Selling AI safety and AI conversation monitoring and analysis to AI builders, labs, and enterprises