Strategic Account Manager

📋 Description

• • Protege Inc. is at the forefront of solving one of the most significant challenges in the Artificial Intelligence landscape: the acquisition of high-quality, specialized training data. The current methods for obtaining this crucial resource are often protracted, prohibitively expensive, and frequently result in unsatisfactory outcomes. Our innovative platform is engineered to streamline the secure, efficient, and privacy-conscious exchange of AI training data, empowering organizations to build more robust and capable AI systems.
• • We are embarking on a generational opportunity to revolutionize AI development by addressing its fundamental data bottleneck. Supported by a consortium of world-class investors and already fostering strategic alliances with some of the most forward-thinking entities in the AI domain, Protege is poised for substantial growth. The company that ultimately dominates this space will undoubtedly emerge as a leader not only within AI but across the broader technology sector.
• • Our team is characterized by its lean, agile, and high-trust culture, driven by individuals who are deeply committed to rapid progress and tangible impact. We foster an environment where individuals who excel amidst ambiguity, take full ownership of their results, and are passionate about shaping the future of data and AI can thrive.
• • About the Role: We are actively seeking a highly motivated and strategically-minded Strategic Account Manager to spearhead and cultivate relationships with a curated selection of high-impact AI companies and established enterprise AI divisions. This position transcends conventional SaaS sales paradigms. Our clientele are pioneers in developing and fine-tuning foundational models, deploying sophisticated production AI systems, and consequently, they demand superior, domain-specific training data to fuel their advancements.
• • As a Strategic Account Manager, you will operate at the critical nexus of AI research, data operations, and commercial strategy. Your role will involve serving as an indispensable, trusted advisor to technical decision-makers while simultaneously driving substantial long-term revenue growth and deepening client engagement. This role is defined by a high degree of autonomy, significant visibility within the organization, and a direct, critical impact on revenue generation.
• • What You’ll Do:
• • Own & Grow Strategic Accounts: Take full ownership of a dedicated portfolio of key AI-native startups and large enterprise AI accounts. Cultivate and nurture multi-faceted relationships that span across research, machine learning engineering, product management, and procurement departments within client organizations. Develop comprehensive account plans that meticulously align client technical requirements with Protege's scalable data solutions. Drive significant expansion within these accounts by identifying and capitalizing on new use cases, emerging data domains, and opportunities for global reach.
• • Lead Complex, Technical Sales Cycles: Expertly navigate and manage consultative, solution-oriented sales processes, often involving highly customized project scopes. Skillfully translate complex model requirements, including fine-tuning, Reinforcement Learning from Human Feedback (RLHF), synthetic data generation, and evaluation methodologies, into compelling and accurate commercial proposals. Collaborate closely with our delivery and operations teams to ensure precise scoping and accurate project planning. Strategically manage pricing models, lead intricate contract negotiations, and oversee renewal processes to ensure client retention and continued value realization.
• • Act as the Voice of the Customer: Serve as the primary conduit for client feedback, diligently surfacing insights related to data quality, delivery latency, compliance adherence, and scalability requirements. Foster seamless cross-functional collaboration with our product development, operations, and executive leadership teams to ensure client needs are understood and addressed. Proactively identify emerging opportunities and unmet needs within nascent and rapidly evolving model categories.
• • Drive Revenue & Forecasting Discipline: Take direct responsibility for achieving sales quotas, encompassing both expansion revenue from existing accounts and renewal targets. Maintain impeccable pipeline hygiene, ensuring all opportunities are accurately tracked and managed. Provide precise and reliable forecasting for complex, usage-based revenue streams, demonstrating a deep understanding of client consumption patterns and future needs.
• • What Success Looks Like:
• • Cultivating deep, enduring, and trusted relationships with senior AI researchers and leading data science professionals within client organizations.
• • Achieving high levels of client retention and demonstrating significant net revenue expansion within your assigned accounts.
• • Securing robust, multi-year contracts that reflect growing scope and increasing client commitment.
• • Demonstrating a proactive ability to identify and successfully close new, innovative model training programs ahead of the competition.
• • Who You Are:
• • Commercially Sharp: Possess 5-10+ years of progressive experience in strategic sales, enterprise account management, or a similar client-facing revenue role. Proven track record of managing accounts with an Annual Recurring Revenue (ARR) exceeding $1M or equivalent substantial enterprise spend. Demonstrate a strong comfort level navigating complex procurement processes and enterprise security protocols.
• • Technically Fluent: Prior experience selling solutions to AI/ML teams, data infrastructure providers, or other technically sophisticated buyers is essential. Familiarity with core AI/ML concepts such as foundational models, RLHF/RLAIF, model fine-tuning, synthetic data generation, and human-in-the-loop systems is highly desirable. Possess the ability to engage in credible and insightful conversations with Machine Learning Engineers and research scientists.
• • Operationally Disciplined: Exhibit a strong, well-defined account planning methodology. Possess demonstrable experience with complex project scoping, nuanced pricing strategies, and managing intricate deal structures. Thrive in dynamic, ambiguous, and fast-paced environments, demonstrating resilience and adaptability.
• • Personally Driven: Exhibit a high degree of self-direction and proactivity in managing your responsibilities and pursuing opportunities. Uphold the highest standards of integrity and transparency in all interactions. Demonstrate a strong desire to succeed within a high-growth, performance-oriented team environment.
• • Why This Role Is Different:
• • This is not a transactional SaaS sales role; it requires a deep understanding of client needs and a consultative approach.
• • Deals are inherently custom, demand high context, and are intrinsically linked to the performance and success of our clients' AI models.
• • Your contributions will have a direct and significant impact on how cutting-edge AI systems are trained and deployed globally.