Jobs in Charlottesville, VA

About the role

As Client Account Director for our Microsoft client account, you will serve as the primary commercial owner responsible for driving net-new revenue growth, white space development, and strategic expansion across one of our most valuable and complex client partnerships. This role will focus on account expansion, identifying and converting untapped opportunities within Microsoft, spanning their AI, Azure, Copilot, and broader machine learning teams. You will bring a sharp commercial instinct and proactive ability to translate Microsoft’s complex, large-scale data requirements into compelling, customized solutions that open new buyer relationships and expand our footprint into new teams and workstreams. Our service offerings span the breadth of what modern AI development demands. On the Generative AI side, we partner with clients to build human-aligned datasets for fine-tuning and evaluating large language models, supporting workflows including Supervised Fine-Tuning (SFT), Reinforcement Learning from Human Feedback (RLHF), red teaming, and bespoke dataset creation across more than 20 domains and 100 languages. We deliver data for AI & robotics to help robotics labs with sensor setups, hardware integration, foundational training/simulations, and real-world interactions. In the arena of data for search & ads we leverage two decades of experience in delivering uninterrupted data that powers the world's leading search and content platforms. Rounding out our portfolio, we offer a library of off-the-shelf datasets purpose-built for training and evaluating LLMs, computer vision models, and audio AI systems, providing clients with accessible, cost-effective solutions ready for immediate integration.

What you'll bring

• 7+ years of enterprise sales or strategic account management experience, with a demonstrated track record of new business development and white space conversion, not just account maintenance, within large, matrixed technology companies.
• familiarity with Microsoft’s organizational structure and buying processes is a meaningful advantage.
• 3+ years of experience in Data Collection, Annotation, and/or Validation services, or adjacent AI/ML data services.
• Proven ability to develop and pitch custom solutions and prototype concepts that resonate with new buyers who are earlier in their discovery process.
• Deep familiarity with data workflows and quality frameworks across modalities, including text, image, video, audio, and sensor data, and a strong understanding of how training data supports AI model development and evaluation.
• Comfort discussing generative AI, agentic AI pipelines, and responsible AI principles with both technical and business audiences.
• Exceptional executive presence and communication skills, with the ability to engage credibly at the Director and VP level within a large, matrixed organization.
• Proficiency with Salesforce and enterprise sales methodologies.
• Blended hunter & farmer mindset balanced with consultative depth.
• Proactive, creative in solution design, and committed to understanding a buyer’s business before proposing a path forward.
• Experience selling to or within Microsoft is strongly preferred

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