Enterprise AI Development Strategist

About the role

Reporting directly to vertical sales leadership, the AI Development Strategist plays a critical role in generating and qualifying pipeline across Scale AI’s enterprise business. This education-focused, customer-facing role owns early-stage enterprise opportunities through Stage 2 qualification, helping prospective customers understand Scale AI’s capabilities, AI infrastructure offerings, and output methodology. Designed as a bridge into strategic enterprise AI sales, this position is ideal for experienced outbound or mid-market sales professionals transitioning into enterprise AI sales.

Unlike traditional SDR roles, this position is structured as a closing-capable role with meaningful ownership over customer engagement, qualification strategy, and pipeline generation. You will partner closely with Enterprise Account Executives and cross-functional teams to identify high-potential opportunities, educate customers on AI use cases, and ensure strong opportunity transition into active enterprise sales cycles.

Responsibilities

• Own outbound prospecting and customer engagement through Stage 2 qualification
• Drive customer outreach and education during the M1 phase of the sales process
• Build trust with prospective customers and teach them about Scale AI’s capabilities, AI workflows, and output methodology
• Lead discovery conversations to identify and qualify high-potential enterprise opportunities
• Develop key narratives, content, and research through Stage 2 qualification
• Lead cross-functional coordination, including with Solutions Engineering, Marketing, and GTM Strategy
• Partner closely with Account Executives to transition qualified opportunities into active deal cycles
• Develop a strong understanding of enterprise AI deployment patterns and customer use cases
• Maintain strong CRM hygiene and pipeline visibility using Salesforce and related sales tools
• Operate effectively within a verticalized sales organization across industries including Consumer, Financial and Professional Services, and Healthcare & Life Sciences (HCLS)
• Thrive in a fast-moving environment while balancing customer education, outbound activity, and pipeline quality

Qualifications

• 1-2 years of experience as an account executive OR 4+ years of experience in outbound sales, business development, SDR, BDR, or closing roles
• Experience selling SaaS, infrastructure, data, or technical products preferred
• Demonstrated ability to generate qualified pipeline and exceed activity or revenue targets
• Strong consultative communication and discovery skills
• Ability to educate customers on complex technical concepts and workflows
• Strong intellectual curiosity and willingness to develop expertise in AI fundamentals and enterprise AI workflows
• Experience working in fast-paced, high-growth environments
• Excellent writing and verbal communication skills
• Strong sales process and systems skills (Salesforce, Outreach, Slack, Clari preferred)
• Demonstrated ability to collaborate effectively with cross-functional teams and sales leadership
• Strong organizational skills, attention to detail, and ability to manage multiple opportunities simultaneously
• Technical curiosity or familiarity with AI, machine learning, or data infrastructure highly valued

Benefits

• Comprehensive health, dental, and vision coverage
• Retirement benefits
• Learning and development stipend
• Generous PTO
• Commuter stipend (role-dependent)

Pay

The base salary range for this full-time position in San Francisco, New York, or Seattle is $80,000—$100,000 USD. Compensation packages include base salary, equity, and benefits, with final salary determined by work location, job-related skills, experience, qualifications, interview performance, and relevant education or training. Eligible roles may also receive equity-based compensation, subject to Board of Director approval.

About Us

At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide high-quality data and full-stack technologies that power leading AI models and help enterprises and governments build, deploy, and oversee AI applications with real impact. We work closely with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force.