Strategic Accounts Executive (Services)
About The Position
The future of AI — whether in training or evaluation, classical ML or agentic workflows — starts with high-quality data. At HumanSignal, we’re building the platform that powers the creation, curation, and evaluation of that data. From fine-tuning foundation models to validating agent behaviors in production, our tools are used by leading AI teams to ensure models are grounded in real-world signal, not noise. Our open-source product, Label Studio , has become the de facto standard for labeling and evaluating data across modalities — from text and images to time series and agents-in-environments. With over 250,000 users and hundreds of millions of labeled samples, it’s the most widely adopted OSS solution for teams working on building AI systems. Label Studio Enterprise builds on that traction with the security, collaboration, and scalability features needed to support mission-critical AI pipelines — powering everything from model training datasets to eval test sets to continuous feedback loops.We started before foundation models were mainstream, and we’re doubling down now that AI is eating the world. If you're excited to help leading AI teams build smarter, more accurate systems — we’d love to talk. Strategic Account Executive - AI Data Services HumanSignal is looking for an exceptional Strategic Account Executive to drive growth with the world's most innovative AI companies. You'll be selling at the cutting edge: our Label Studio platform and Data Creation Laboratory services power the training data behind breakthrough AI applications at frontier labs and Fortune 500 enterprises. This isn't traditional SaaS sales. Our customers are building the future—advanced language models, autonomous systems, embodied AI, and applications that don't exist yet. They need purpose-built datasets manufactured from scratch, not scraped from the web. You'll be selling both our platform technology and our operational capability to create novel training data in controlled environments. The technical depth, deal complexity, and strategic importance of these relationships make this one of the most exciting sales roles in AI infrastructure. You'll own relationships with AI leaders like Anthropic, OpenAI, Google DeepMind, Meta, Nvidia, Tesla, and others pushing the boundaries of what's possible. Your success will directly enable the next generation of AI breakthroughs.
Requirements
- 8+ years of enterprise sales or account management experience with a track record of exceeding quota
- 2+ years selling deeply technical products or services to both business and technical audiences (ML engineers, researchers, AI/ML leaders)
- Proven success closing complex, multi-stakeholder deals in the $500K-$5M+ range
- Experience in AI/ML, data infrastructure, cloud services, or other technical domains where you've sold to engineering and research teams
- Ability to understand technical concepts quickly and translate them into business value
- Strong consultative selling skills with ability to uncover needs, navigate ambiguity, and co-create solutions
- Executive presence and experience developing relationships with C-level stakeholders
- Track record of driving renewals and expansion within strategic accounts
- Excellent written and verbal communication skills, including creating executive-level materials
- Proficiency with modern sales tools (Salesforce, Outreach, Clari, LinkedIn Sales Navigator)
- Strong project management abilities and exceptional organizational skills
- Passion for AI and excitement about working at the frontier of what's possible
Nice To Haves
- Technical background or degree in Computer Science, Engineering, or related field
- Experience selling services alongside software products
- Understanding of how training data impacts model performance
- Existing relationships within the AI research or frontier lab community
- Experience in fast-growing startups where you've helped build sales processes from scratch
Responsibilities
- Own strategic accounts : Drive the entire relationship with our most important AI customers—from initial engagement through expansion and renewal
- Hunt and close new logos : Identify and win new customers among frontier AI labs, tech giants building AI capabilities, and innovative robotics companies
- Navigate complex organizations : Build deep relationships with executive stakeholders across engineering, ML research, product, and operations within customer organizations
- Drive revenue growth : Expand wallet share by identifying new use cases, additional business units, and opportunities to deepen our partnership
- Orchestrate internally : Lead cross-functional teams including delivery operations, engineering, product, and laboratory operations to develop winning strategies and flawless execution
- Be the customer advocate : Serve as the voice of the customer internally, influencing product roadmap and operational capabilities based on market needs
- Solve complex problems : Navigate technical requirements, custom data creation scenarios, and novel use cases that have never been done before
- Think strategically : Develop and execute comprehensive account plans that position HumanSignal as the long-term data infrastructure partner
- Close significant deals : Structure and negotiate contracts ranging from $500K to $5M+ with sophisticated technical and business buyers
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
Number of Employees
51-100 employees
