Protege - Strategic Account Manager
Requirements
• Commercially Sharp • 5–10+ years in strategic sales or account management • Experience managing $1M+ ARR accounts or equivalent enterprise spend • Comfortable navigating procurement and enterprise security processes • Technically Fluent • Experience selling into AI/ML teams, data infrastructure, or technical buyers • Familiarity with concepts like: • Foundation models • Model fine-tuning • Human-in-the-loop systems • Able to speak credibly with ML engineers and research teams • Operationally Disciplined • Strong account planning methodology • Experience with complex scoping and pricing • Comfortable in ambiguous, fast-moving environments • Personally Driven • Self-directed and proactive • High integrity and transparency • Thrives in high-growth, performance-oriented teams
Responsibilities
• Own & Grow Strategic Accounts • Manage a portfolio of key AI-native and enterprise AI accounts • Develop multi-threaded relationships across research, ML, product, and procurement teams • Build account plans that map technical needs to scalable data solutions • Drive expansion through new use cases, domains, and geographies • Lead Complex, Technical Sales Cycles • Navigate consultative, solution-based deals (often custom scopes) • Translate model requirements (fine-tuning, RLHF, synthetic data, evals) into commercial proposals • Partner with delivery and ops teams to scope programs accurately • Manage pricing strategy, contract negotiations, and renewals • Act as the Voice of the Customer • Surface client feedback on quality, latency, compliance, and scale • Collaborate cross-functionally with product, ops, and leadership • Identify whitespace opportunities in emerging model categories • Drive Revenue & Forecasting Discipline • Own quota across expansion and renewals • Maintain clean pipeline hygiene • Provide accurate forecasting on complex, usage-based revenue streams • What Success Looks Like • Deep, trusted relationships with senior AI researchers and data leaders • High retention and net revenue expansion within accounts • Strong multi-year contracts with growing scope • Ability to identify and close new model programs early
Benefits
• Pre-seed/seed-stage startup • Series A or B startup • Series C or D startup • Series E+ startup • Protege would be my first startup • or drag and drop here • In 2-3 sentences, please explain how your experience aligns well with the role
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