Job Overview
Location
USA
Job Type
Full-time
Category
Sales Manager
Date Posted
February 24, 2026
Full Job Description
📋 Description
- • Join Toloka AI, a pioneering force in creating the data that powers cutting-edge Generative AI models. We are at the forefront of the AI revolution, collaborating with industry giants in Big Tech, innovative AI startups, established enterprises, and esteemed non-profit research organizations across the globe. Our unique approach combines the precision of domain experts with the scalability of a diverse global crowd, all orchestrated through a sophisticated tech platform. We are teaching AI models to reason, leveraging the insights of experts in over 20 specialized fields – from medicine and law to physics and engineering – and the rich linguistic and cultural tapestry of our crowd, which spans 100 countries and 40 languages. As a well-funded startup with an impressive client portfolio, we are poised for significant growth, and we are seeking ambitious leaders to spearhead this next phase.
- • As the Director of Sales, you will play a pivotal role in reshaping our Go-To-Market (GTM) strategy under the guidance of our new Chief Sales Officer. This is an exceptional opportunity to drive substantial growth within a dynamic and complex industry that is experiencing unprecedented transformation. You will be instrumental in engaging with prospective clients, deeply understanding their unique machine learning challenges, and architecting repeatable, scalable solutions that leverage Toloka AI's unique capabilities. This role demands a highly collaborative spirit, requiring close partnership with our engineering, delivery, customer success, and other internal teams to ensure we consistently deliver exceptional value to our clients and prospects.
- • Your primary responsibilities will encompass a full spectrum of sales activities. This includes proactive new business development, from identifying and qualifying leads to building a robust sales pipeline and ultimately closing deals. You will also be responsible for nurturing and expanding existing client relationships through strategic upsell and cross-sell initiatives, as well as ensuring high renewal rates. A key aspect of this role involves leading commercial discussions, adeptly uncovering client pain points, and expertly structuring complex projects that align with Toloka AI's service offerings and client objectives.
- • Furthermore, you will be tasked with cultivating strong, long-term client relationships, acting as a trusted advisor and strategic partner. This includes effectively managing the sales process and, where applicable, overseeing sales and account teams to ensure seamless execution and client satisfaction. You will also contribute to critical sales operations, including gathering competitive intelligence to inform our strategies and managing the end-to-end process for responding to Requests for Proposals (RFPs), ensuring our proposals are compelling, accurate, and aligned with client needs.
- • This role is ideal for a seasoned sales professional with a proven track record of success in the technology sector, particularly within the AI and machine learning domain. You should possess a deep understanding of the AI landscape, including current market trends, technological advancements, and the specific needs of organizations developing and deploying AI models. Your ability to translate complex technical concepts into business value will be crucial, as will your experience in navigating intricate sales cycles and building rapport with senior stakeholders within client organizations. The opportunity to shape the future of AI data solutions and drive significant revenue growth makes this a truly exciting and rewarding position.
- • We are looking for individuals who are not only driven by results but also passionate about the transformative power of AI. Your strategic thinking, combined with your hands-on approach to sales, will be key to your success. You will be empowered to make a significant impact, contributing directly to Toloka AI's mission of advancing artificial intelligence through high-quality, human-annotated data. This is more than just a sales role; it's a chance to be at the vanguard of AI innovation and to build lasting partnerships with some of the world's most forward-thinking organizations.
🎯 Requirements
- • Proven experience as a hunter with a strong track record of selling into frontier labs, with a specific focus on human-in-the-loop data for code, STEM domains, multimodality, and off-the-shelf AI solutions.
- • Minimum of five years of quota-based sales experience within the technology sector, demonstrating consistent achievement of sales targets.
- • Prior industry experience within a fast-paced tech startup environment, understanding the unique challenges and opportunities.
- • Bachelor's or Master's degree in a STEM field (e.g., Computer Science, Mathematics, Physics, Engineering) or equivalent practical experience.
- • Deep understanding of Artificial Intelligence (AI) and Generative AI (GenAI), including market trends, technological nuances, and a foundational knowledge of statistics, machine learning, and data science principles.
- • A strong consulting toolkit, equivalent to an Engagement Manager level, is considered a significant advantage.
🏖️ Benefits
- • Competitive salary and performance-based bonuses.
- • Comprehensive health, dental, and vision insurance plans.
- • Generous paid time off (PTO) and holidays.
- • Opportunities for professional development and continuous learning in the rapidly evolving AI field.
- • Remote-first work environment with flexibility and autonomy.
- • Collaborative and innovative company culture with a global, diverse team.
Skills & Technologies
Remote
About Toloka AI, Inc.
Toloka AI, Inc. operates a global data-labeling and human-in-the-loop platform that combines machine learning with crowdsourced human intelligence to generate high-quality training data for computer vision, NLP, search, and other AI applications. The company offers scalable annotation workflows, quality control systems, and expert taskers across 100+ countries to help enterprises and research teams accelerate model development and improve accuracy. Founded in 2014 and headquartered in Amsterdam, Toloka serves technology giants and startups in e-commerce, autonomous vehicles, finance, and healthcare sectors.
