Account Executive

About Tiki Ai

Tiki AI builds the infrastructure that teaches frontier AGI systems how to think, not just predict. We turn top-tier human expertise in STEM, code, and other domains into high-signal training data through cognitive extraction, going far beyond basic labeling. We help stabilize complex reasoning and fix long-horizon agent failures in production-scale systems. Our momentum is accelerating rapidly. We are the trusted partner for several of the top-5 frontier labs, driving exponential, multimillion dollar quarterly growth. We are hiring the team that will define how the world's most advanced AI models are trained and evaluated. If you want to work at the infrastructure layer of AGI, not the periphery, this is where that happens.

About The Role

This is a full-cycle Account Executive role on a small, high-ownership team. You will own commercial relationships from first contact through signed agreement: identifying and engaging target stakeholders at frontier AI labs and enterprise AI organizations, running discovery, shaping program scope with our technical team, and closing new business. You will work closely with the VP, Business and Operations and Director of Sales on deal strategy and operate as a peer contributor on the commercial team, not as a supporting function.

This is not a volume-based outreach role. The accounts are technically sophisticated, the buying cycles are long, and the relationships that matter are built on credibility, not sequencing tricks or templated personalization. You will be expected to understand this space deeply, track who matters and why, read the dynamics of each organization before you ever reach out, and show up to every conversation as someone the other person is glad they took time for.

What You Will Do

• Identify, research, and engage target stakeholders at frontier AI labs and enterprise AI organizations, with a focus on research, data, and model development teams
• Own the full commercial cycle: first outreach, discovery, program scoping, proposal development, negotiation, and close
• Build and maintain structured account strategy across your book: stakeholder maps, relationship status, outreach history, and a clear hypothesis for how each priority account moves forward
• Lead discovery conversations to understand technical context, organizational priorities, and procurement dynamics, and translate those findings into well-scoped proposals with the technical team
• Collaborate with Sales leadership on deal strategy, pricing, and contract terms
• Surface market intelligence personnel changes, published research, procurement signals, competitive activity to feed it into account and pipeline strategy
• Maintain CRM discipline: contact records, interaction history, pipeline stage, and next-step documentation updated after every meaningful interaction

What Success Looks Like In The First 6 Weeks

• You have a well-researched, actively managed book of accounts with documented relationship status and clear next steps at each
• At least one target account has advanced to a discovery conversation or pilot discussion as a result of your outreach and deal management
• The VP, Business and Operations and Director of Sales are treating you as a credible peer in early-stage deal conversations and pulling you in on active accounts
• Your pipeline is organized, your CRM is clean, and your outreach reflects a disciplined, research-driven approach

We Are Looking For

• 4–6 years in a full-cycle Account Executive, Enterprise Sales, or Strategic BD role at a technology company, with a documented track record of closing new business
• Genuine fluency in the AI industry: you understand how frontier labs are organized, how model development and data pipelines actually work, who the relevant decision-makers and influencers are, and how procurement typically moves in these organizations. You follow the space closely and can hold a substantive conversation with a research lead or ML engineer without relying on a script
• Strong relationship-building instincts: you know the difference between outreach that earns a response and outreach that earns trust over time. You are patient, specific, and credible, demonstrating you understand that in this market, reputation travels faster than pipeline
• Strong written and verbal communication: able to lead discovery conversations with technically sophisticated buyers and construct outreach and proposals that are specific, credible, and relevant to the recipient
• Organized and disciplined: comfortable owning a structured book of accounts and keeping pipeline records current without being prompted
• High-ownership operating style; comfortable building process and taking initiative in an environment where the playbook is still being written

This Role Is A Strong Fit If You Have

• Spent 4+ years as a full-cycle AE or strategic seller at a B2B technology company, own a track record of quota attainment, and are looking to apply that experience in a technically demanding, relationship-first market
• A network or working knowledge of the AI and ML infrastructure space that goes beyond surface familiarity, you can speak intelligently about training data, evaluation, model development, and the operational challenges labs face, and you're motivated to go deeper
• Experience selling into AI labs, research institutions, ML infrastructure buyers, or a strong existing network in those organizations
• A genuine interest in how AI systems are built and trained, and the motivation to develop real fluency in the technical landscape over time
• Comfort operating on a small team where roles are fluid and everyone contributes beyond their formal job description

Compensation And Benefits

• Base salary $150,000 plus variable compensation tied to closed revenue through Tiki's pod-based commission model
• Comprehensive benefits including medical, dental, vision, 401k matching, transit supplement, and gym reimbursement
• A note on commission structure: Tiki operates a pod-based commission model tied to collected revenue. Commission plan terms including structure and targets are defined in the commission agreement provided at offer. Candidates are encouraged to ask specific questions about commission structure during the interview process so expectations are clear on both sides

Who Should Apply

• This role is relevant to candidates currently holding or recently holding titles including: Account Executive, Senior Account Executive, Enterprise Account Executive, Strategic Account Executive, Business Development Manager, Director of Business Development, Partnerships Manager, Commercial Lead, Revenue Lead (AI/ML), AI Data Sales Lead

Note On Application Process

To ensure a fair and consistent hiring process, Tiki AI does not accept hard-copy resumes, in-person applications, unsolicited drop-ins, or telephone inquiries regarding open positions.

Note On Equal Opportunity

Pursuant to the San Francisco Fair Chance Ordinance, Tiki AI will consider for employment qualified applicants with arrest and conviction records, consistent with applicable law.