Senior Director, Strategic Account Executive, Frontier AI, San Francisco or New York

Responsibilities

• Own the commercial relationship and growth strategy for a focused portfolio of priority frontier AI labs and foundation-model organizations
• Build and expand relationships across research, engineering, post-training, product, research operations, procurement, and executive leadership, owning revenue, pipeline, and long-term account growth
• Sell complex, customized services across the model development lifecycle, including RL environments, evaluations, reward and verifier-based training, RLHF, expert data, coding environments, and red-teaming
• Develop opportunities from early research conversations through pilots, scaled programs, and strategic account expansion, navigating sales cycles where scope, pricing, and delivery models are built collaboratively with the customer
• Engage directly with researchers, engineers, and technical leaders to understand the model capabilities they are seeking to improve and the challenges preventing further progress
• Maintain sufficient technical fluency across RL environments, evaluations, RLHF, expert data, and agentic systems to recognize when an exploratory research discussion represents a commercial opportunity
• Build a high-quality pipeline through proactive relationship development and research-driven discovery, owning opportunities from identification through proposal development, negotiation, and close
• Navigate complex procurement, legal, and contracting processes while negotiating commercially attractive agreements, and drive expansion into adjacent research teams once EPAM establishes credibility
• Lead customer discovery with EPAM technical experts to translate research objectives into technically credible and commercially compelling solutions
• Coordinate proposals, pilots, and statements of work that connect the customer's research objective to EPAM's proposed solution, structuring pilots with a clear path toward scaled engagements

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