Director of Sales - AI Frontier Labs

Toloka

11h • Remote

About The Position

Toloka AI creates data for leading generative AI models and works with frontier labs, technology companies, startups, enterprises, and nonprofit research organizations. It combines experts, a global crowd, and a technology platform to help AI models reason and evaluate their efficacy and safety. Toloka is a remote-first, globally distributed startup.

Toloka is reinventing its go-to-market strategy under the guidance of a newly appointed Chief Sales Officer and is seeking a Director of Sales to help lead its next phase of expansion. The role focuses on engaging clients, understanding their needs, and developing scalable solutions to machine-learning challenges. It works closely with engineering, delivery, customer success, and other internal teams to provide value to prospects and clients.

Requirements

• Experience selling to frontier labs is essential, particularly in human-in-the-loop data for code, STEM, multimodality, and off-the-shelf AI.
• At least five years of quota-based sales experience in the technology industry.
• Industry experience at a technology startup.
• A STEM background, such as a bachelor's or master's degree in computer science, mathematics, physics, or a related field.
• Deep understanding of AI and generative AI technology and market trends, with basic knowledge of statistics, machine learning, and data science.

Nice To Haves

• A strong consulting toolkit at Engagement Manager level or equivalent.

Responsibilities

• Develop new business through prospecting, pipeline development, farming, and closing.
• Grow accounts through upselling, cross-selling, and renewals.
• Lead commercial discussions, identify client pain points, and structure projects.
• Develop client relationships and manage sales and account teams.
• Support sales operations, including competitive intelligence and RFPs.

What This Job Offers

• Job Type: Full-time
• Career Level: Director