Director of Sales - AI Frontier Labs

About Toloka

At Toloka AI we create data that powers leading GenAI models and innovations. We work with frontier labs, big tech, renowned AI startups, enterprises and non-profit research organizations worldwide. We use a combination of Experts + Crowd + Tech Platform to teach AI models to reason and evaluate their efficacy and safety. We have experts in more than 50 different domains—from doctors and lawyers to physicists and engineers—and boast one of the most diverse global crowds, representing ove r 100 countries and speaking 40+ languages. We are a well-funded startup with an enviable portfolio of clients including Anthropic, Amazon, Microsoft, Poolside, Recraft, and Shopify.

Recently, we secured strategic investment led by Bezos Expeditions and Nebius Group with participation from Mikhail Parakhin, CTO of Shopify and board advisor to leading GenAI companies, who now serves as our Chairman of the Board. Our remote-first team is globally distributed around the world : USA, UK, the Netherlands, Serbia , and more.

Role Description

We are currently reinventing our GTM strategy with the guidance of a newly appointed CSO. As we embark on this transformation, we are seeking an individual who is eager to help lead our next phase of expansion. Taking on this role means tackling complex challenges within an industry that is evolving rapidly and experiencing significant innovation.

In this context, our Director of Sales will play a key role in client engagement to understand their needs and develop scalable solutions to their machine learning challenges. This position requires close collaboration across engineering, delivery, customer success, and other internal teams, ensuring that we deliver meaningful value to our prospects and clients.

What you’ll be doing

• New business development – farming, prospecting, pipelining, closing
• Account growth – upselling, cross-selling, renewals
• Driving commercial discussions, identifying pain points, structuring projects
• Developing client relationships, managing sales and account teams
• Sales operations – competitive intel, RFPs

What we're looking for

• An experienced hunter/farmer with experience of selling into frontier labs is essential, particularly with focus on human-in-the-loop data for code, STEM, Multimodality, and Off-the-shelf AI
• At least five years’ quota-based sales experience in the tech space
• Industry experience within a tech start-up
• Background in STEM: BS or MS in computer science, math, physics, etc.
• Deep understanding of AI and GenAI: technology and market trends, basic knowledge of statistics, ML and data science
• A strong consulting toolkit at Engagement Manager level or equivalent would be nice to have

Location: remote US

Toloka is committed to providing equal opportunity and fostering an inclusive environment. We welcome applications from all qualified individuals and do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, gender identity, age, marital status, veteran status, disability, or any other characteristic protected by applicable law. Selection decisions are made based on qualifications, merit, and business need.

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