Director of Sales – AI Frontier Labs

At Toloka AI we create data that powers some of the best GenAI models, we work with Big Tech, renowned AI startups, enterprises and non-profit research organizations worldwide.

We use a combination of Experts + Crowd + Tech Platform teaching AI models to reason. We have experts in more than 20 different domains, from doctors and lawyers to physicists and engineers, and one of the most diverse global crowds from 100 countries speaking 40 languages. We are a startup with an enviable portfolio of clients and strong financial backing. Our team of 200 talented people is remote-first and globally distributed around the world: USA, UK, the Netherlands, Israel, Czech Republic, Serbia, and more. We have 2 offices: Amsterdam, Netherlands and Belgrade, Serbia.

Role Description

We are currently reinventing our GTM strategy with the guidance of a newly appointed CSO. As we embark on this transformation, we are seeking an individual who is eager to help lead our next phase of expansion. Taking on this role means tackling complex challenges within an industry that is evolving rapidly and experiencing significant innovation.

In this context, our Director of Sales will play a key role in client engagement to understand their needs and develop scalable solutions to their machine learning challenges. This position requires close collaboration across engineering, delivery, customer success, and other internal teams, ensuring that we deliver meaningful value to our prospects and clients.

What you’ll be doing
•    New business development – farming, prospecting, pipelining, closing
•    Account growth – upselling, cross-selling, renewals
•    Driving commercial discussions, identifying pain points, structuring projects
•    Developing client relationships, managing sales and account teams
•    Sales operations – competitive intel, RFPs

What we're looking for
•    An experienced farmer with experience of selling into frontier labs is essential, particularly with focus on human-in-the-loop data for code, STEM, Multimodality, and Off-the-shelf AI
•    At least five years’ quota-based sales experience in the tech space 
•    Industry experience within a tech start-up
•    Background in STEM: BS or MS in computer science, math, physics, etc.
•    Deep understanding of AI and GenAI: technology and market trends, basic knowledge of statistics, ML and data science
•    A strong consulting toolkit at Engagement Manager level or equivalent would be nice to have

Location: remote US

Toloka is committed to providing equal opportunity and fostering an inclusive environment. We welcome applications from all qualified individuals and do not discriminate on the basis of race, religion, color, national origin, sex, sexual orientation, gender identity, age, marital status, veteran status, disability, or any other characteristic protected by applicable law. Selection decisions are made based on qualifications, merit, and business need.

• Official Communication: Our recruiting team will only contact you from an official "toloka.ai" email address. We will NEVER use Gmail, Yahoo, Tolokainc, toloka.inc,  or other personal or seemingly business email accounts.
• Our Process: We will never as