Account Director, Sales

mpathic

7d•$155,000 - $175,000•Remote

About The Position

mpathic is seeking an experienced seller to sell AI safety solutions to AI builders and labs that evaluate, red team, and improve model safety, as well as enterprises deploying AI that need to monitor and analyze AI conversations. This is an individual contributor role focused on complex, consultative sales. The offering is primarily SaaS, paired with expert-led services when customers need hands-on support. The Account Director owns the full sales cycle, from building pipeline in target accounts through negotiation and close, and collaborates with Clinical Solutions, Product, and Customer Success to ensure customer commitments align with delivery. The role is remote in the United States, with the West Coast preferred. It is full-time and offers an annual base salary plus target variable compensation on a 50/50 pay mix. Variable compensation is subject to the company sales commission plan; equity eligibility may also apply. In the first 60–90 days, the hire will learn the platform, services, and customers; shadow customer conversations and delivery programs; and build an account plan and target list while beginning to generate qualified pipeline. In the first year, the hire is expected to consistently meet or exceed quota, close new logos across AI builders, labs, and enterprises, become a trusted advisor to AI safety and risk leaders, and help refine the sales process, messaging, and playbook.

Requirements

At least 7 years of experience in enterprise B2B sales.
A track record of closing complex deals of six figures or more with long, multi-stakeholder sales cycles.
Deep experience selling SaaS.
Experience selling services alongside software and comfort scoping and positioning expert-led services as part of a SaaS deal.
Ability to communicate credibly with technical, research, clinical, risk, and executive audiences.
Strong discovery, negotiation, and forecasting skills, with disciplined pipeline and CRM management.
Self-directed and collaborative working style.

Nice To Haves

Experience selling technical products such as AI/ML, data, analytics, security, or developer tools.
Experience selling to AI builders or labs, enterprises adopting AI, or in conversation analytics, monitoring, quality assurance, or risk and compliance solutions.
Curiosity about AI safety, evaluation, and behavioral science.
Experience working in an early-stage, remote-first company.

Responsibilities

Own a quota and target-account book across AI builders, labs, and large enterprises, managing the full sales cycle from first conversation to signed contract.
Sell AI safety solutions to AI builders and labs, including evaluation, benchmarking, red teaming, and human data needs.
Sell conversation monitoring and analysis to enterprises deploying AI, helping them understand system behavior in real conversations and identify risks to people.
Build and execute account plans, identify relevant stakeholders, and engage multiple stakeholders across accounts.
Generate pipeline through outbound prospecting, networking, partnerships, and events, alongside support from marketing and sales leadership.
Lead discovery conversations to uncover AI safety challenges, risk concerns, and customer success criteria.
Partner with Clinical Solutions and Product on demos, pilots, proposals, RFP responses, and security or procurement reviews.
Navigate legal, procurement, and information-security processes, and manage contract negotiation through close.
Position the platform as the core offering and add expert-led services when customers need additional capacity or expertise.
Coordinate with Customer Success on smooth customer handoffs.
Identify and pursue account expansion opportunities as customers adopt the platform and their programs mature.
Maintain accurate pipeline, forecasts, and account notes in the CRM.
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; and build an account plan and target list during the first 60–90 days.
Meet or exceed quota, close new logos, establish trusted-advisor relationships, and contribute to sales process and playbook improvements during the first year.