Strategic Account Executive, AI Labs

Job description

ABOUT US Office Hours is an on-demand expert network that connects leading organizations with trusted experts across various knowledge domains. Experts earn income by sharing their knowledge through advisory work, projects, and AI model training. Our platform handles the complexities behind the scenes— screening, compliance, scheduling, and payments—so knowledge sharing stays focused on meaningful insights and real impact. We’re a hyper-growth and profitable company, quickly expanding our expert network, launching new offices, and new products. We are headquartered in San Francisco, with offices in Brooklyn and Bangalore. Our customers include the fastest-growing digital health companies, technology companies, institutional investment firms, consulting firms and AI Labs. We are backed by top marketplace investors and operators of companies like DoorDash, Airbnb, Affirm. WHAT WE BELIEVE Human knowledge is the world’s most valuable asset. And yet, despite being more interconnected than ever, most knowledge still remains stuck in our heads, inaccessible and underutilized. Our vision is to make human knowledge easily accessible and infinitely scalable by building tools for the new age knowledge economy. ABOUT THE ROLE The Strategic Account Executive, AI Labs owns new revenue for Office Hours' Expert Data business. The EDS team is working at the frontier of AI capabilities across medicine and biology, pairing US board-certified physicians and practicing scientists with frontier AI labs to power model training and evaluation. You will sell to research, data, and post-training teams at leading AI labs and other companies building frontier AI systems. These are technical buyers who care about data quality and domain rigor, so you will learn what each lab is building, show how our expert network moves their models forward, and convert that into large, multi-year commitments. Success means winning new logos, growing Total Contract Value (TCV), expanding accounts through upsell and cross-sell, and building lasting relationships with senior decision makers. WHAT YOU’LL DO Hit and exceed quarterly TCV targets Consistently close new business that meets or exceeds the quarterly Total Contract Value (TCV) quota, generating predictable revenue growth for the company. Own your number end to end and forecast it accurately. You’ll do this by: 1. Win new customer logos Acquire new logos by identifying qualified opportunities, executing strong sales processes, and converting trials or pilots into long-term contracts. Land the first deal in a way that sets up expansion down the line. 2. Drive upsell and expansion into existing accounts Identify each key customer's priorities by reading their published benchmarks, papers, and research, then reach out with the specific topical areas they're focused on, land meetings with the right teams, and sell new work that maps to their roadmap. Turn a single engagement into a growing, multi-workstream relationship. 3. Build trusted relationships with senior buyers Develop durable relationships with research, data, and post-training leaders at frontier labs and healthcare and pharma corporates. Represent Office Hours as a category leader in expert data for health and life sciences. WHAT YOU BRING - 3+ years of enterprise sales experience with a consistent record of meeting and exceeding quota - A proven ability to close large, multi-year contracts and grow contract value over time with upselling and expanding to new teams - Comfort running complex, multi-stakeholder deals with long sales cycles and multiple decision makers - A track record of generating your own pipeline through outbound, referrals, and network, not just closing inbound - Experience selling a technical solution and working with technical team-members to craft consultative solutions for customers that meet specific customer objectives - You are persuasive, persistent and ambitious with a consistent hunger to take on big challenges BONUS EXPERIENCE - Selling into frontier AI labs, including research, data, or post-training teams - Familiarity with evaluations, benchmarks, and expert data training for AI model companies - Existing relationships with research or data leaders at frontier labs - Passion for healthcare and scientific advancement with AI BENEFITS + PERKS - Medical, dental, and vision coverage - 401(k) - Monthly wellness and fitness stipend - Paid time off policy, along with company holidays - Annual company off-sites (Tahoe, Mendocino, Mexico City, San Diego, Park City) - Parent-friendly policies, remote flexibility, and paid family leave Pay Transparency Notice Full-time offers include base salary, equity, and benefits. Pay range: $300-400K OTE, based on seniority and relevant experience This role can be hybrid, in our NYC or SF office, or fully remote. Don’t meet every single requirement? Studies have shown that some candidates, especially underrepresented groups such as women and people of color, are less likely to apply to jobs unless they meet every single qualification. At Office Hours we believe in building a diverse and inclusive workplace, so if you’re excited about this role but don’t meet every qualification in the job description, we still encourage you to apply. You could still be the right candidate for this or other roles at Office Hours!