Strategic Account Executive – Frontier Labs
About The Position
Gray Swan is on a mission to empower the world to use AI safely and securely. We evaluate AI models for the leading frontier labs along with building real-time threat detection and adaptive adversarial red teaming agents for teams deploying AI. We're a team of approximately 50 people, well-funded, and growing quickly. Our work directly influences how the world deploys AI agents and systems at scale. This role owns the commercial side of our most strategic frontier lab business end-to-end, focusing on landing new lab accounts, converting first engagements into ongoing programs, and expanding accounts as their evaluation needs grow. This is a small, high-trust market where credibility is earned through technical fluency, discretion, and consistency.
Requirements
- 5+ years closing complex six-figure-plus enterprise or professional services deals with long, consultative, multi-stakeholder cycles.
- Sufficient fluency in AI safety and evaluation to engage in technical conversations about model testing, red teaming, and agentic risk.
- Experience selling into or working alongside AI labs, research organizations, or government and regulatory bodies.
- A proven record of growing accounts (renewals, expansions, multi-year programs) beyond initial deal closure.
- Experience operating under NDA with pre-release or sensitive customer information.
Nice To Haves
- Being energized by a rapidly evolving market.
- Discretion and ability to handle sensitive commercial and research information.
- Motivation by ownership, accountability, and upside rather than rigid structure.
- Being a trusted first point of contact for heads of safety.
Responsibilities
- Own the full commercial cycle for a portfolio of frontier lab accounts: first conversation, scoping, pricing, contract, close.
- Carry a quota spanning both new logos and expansion within existing accounts, with a focus on renewals and upsells.
- Set the commercial frame on engagements, collaborating with the Strategic Partnership Manager and research team on technical framing.
- Move deals through procurement, legal, and security review at organizations with rigorous contracting processes.
- Build relationships across research, safety, policy, and procurement functions within client organizations.
- Gather insights from the field regarding what labs and agencies are being asked to prove, the benchmarks used, and future needs for evaluation offerings.
- Represent Gray Swan at industry conferences, workshops, and standards conversations.
Benefits
- Competitive compensation package designed to reward impact and incentivize growth.
- 401k with up to 4% matching
- 28 days annual leave (vacation + holidays)
- Health, dental, and vision coverage
- Catered lunches (Pittsburgh office)
- Flexible work arrangements
- Visa sponsorship available for exceptional candidates
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
