About the role

The Account Executive 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
• Experience selling human data, RL, data annotation, or AI training services to technical buyers
• 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: $275-350K OTE, based on seniority and relevant experience

This is a hybrid role, in our NYC or SF office 2-3 times per week.

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!