Director of Sales - AI Frontier Labs
Toloka
Salary undisclosed
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Description
About Toloka
At Toloka AI we create data that powers leading GenAI models and innovations. We work with frontier labs, big tech, renowned AI startups, enterprises and non-profit research organizations worldwide. We use a combination of Experts + Crowd + Tech Platform to teach AI models to reason and evaluate their efficacy and safety. We have experts in more than 50 different domains—from doctors and lawyers to physicists and engineers—and boast one of the most diverse global crowds, representing over 100 countries and speaking 40+ languages. We are a well-funded startup with an enviable portfolio of clients including Anthropic, Amazon, Microsoft, Poolside, Recraft, and Shopify.
Recently, we secured strategic investment led by Bezos Expeditions and Nebius Group with participation from Mikhail Parakhin, CTO of Shopify and board advisor to leading GenAI companies, who now serves as our Chairman of the Board. Our remote-first team is globally distributed around the world: USA, UK, the Netherlands, Serbia, and more.
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 hunter/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.
It has come to our attention that an individual or group is fraudulently impersonating Toloka to post fake jobs and solicit personal information from applicants.Please be aware:
- 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 ask for your bank account details, credit card number, or any fees as part of the application or interview process.
- Official Listings: All legitimate job openings are posted on our official careers page: https://toloka.ai/careers#job-list
To learn how we collect, use, disclose, and store personal data, check out our Privacy Notice.
About this role
Toloka is reinventing its go-to-market strategy and seeking a Director of Sales to lead the next phase of growth. You'd own new business development and account expansion across a portfolio that includes Anthropic, Amazon, and Microsoft—companies pushing the frontier of AI. The role demands someone who can translate complex machine learning challenges into scalable solutions, moving fluidly between prospecting, closing deals, and deepening client relationships while coordinating closely with engineering, delivery, and customer success teams.
This position is built for a seasoned hunter-farmer with at least five years of quota-based tech sales experience and a proven track record selling into frontier labs. You'll need a STEM background (BS or MS in computer science, math, physics, or equivalent) and genuine depth in AI and GenAI—not surface-level knowledge, but real understanding of the technology, market dynamics, and data science fundamentals. Experience selling human-in-the-loop data solutions for code, STEM, multimodality, or off-the-shelf AI is essential. A consulting background at Engagement Manager level or similar would strengthen your candidacy.
The role is fully remote within the US, offering the chance to shape sales strategy at a well-funded startup backed by Bezos Expeditions and led by a board that includes Shopify's CTO. You'd be working across a globally distributed team during a pivotal moment for the company.
How this employer is doing
solid
- Expanding
In the news
Will Nebius' Toloka and ClickHouse Stakes Fund Its AI Expansion?, The Globe and Mail
Pay for this role
The employer didn't post a pay range for this role. That usually means pay is set in negotiation, which favors whoever arrives with numbers. Check ranges on comparable Director of Sales - AI Frontier Labs postings in your area, and analyze any offer before you accept it.
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