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inDrive is seeking a Commercial Lead to own the sales pipeline and revenue for their data collection and annotation services. This is a zero-to-one sales role building outbound motion to AI labs, applied AI companies, and data vendors who need collection capacity they lack in-house.
Key Responsibilities:
Own the Pipeline and Revenue: Build and run outbound sales to AI labs, applied AI companies, and data vendors. Qualify hard and early, matching buyer requirements against network capabilities and walking away from deals that don't fit.
Run Complex, Technical Deals: Sell to technical buyers including data leads, research managers, and ML/data ops teams through long, spec-heavy, consultative sales cycles. Collect detailed buyer requirements (languages, demographics, modality, annotation depth, licensing scope), push back on undeliverable specs, and manage pilots through conversion to recurring volume.
Shape Pricing and Commercial Framework: Own the price book across modalities (per audio hour, per image, per video hour, per annotated unit) and defend margins against buyer pressure and vendor benchmarks. Work alongside the business unit leader with legal, privacy, and tax teams on DPAs, consent frameworks, and contracts across multiple jurisdictions.
Build the Channel: Develop partnerships with data vendors and platforms who can route demand where coverage gaps exist. Represent the company at research conferences, data and AI events, and buyer-side procurement teams.
Feed the Roadmap: Bring structured demand signals back into product and operations teams.
Requirements:
Must Have:
- Proven track record in B2B sales or commercial roles, with experience closing complex deals you personally sourced and managed
- Direct experience in AI/ML data, data annotation and labeling services, data licensing, or closely adjacent technical services markets
- Comfort selling to technical and research buyers
- Zero-to-one appetite: ability to build from scratch with no inbound, established brand, or inherited playbook
- Fluent English (written and spoken) suitable for negotiating with US and EU counterparties
Nice to Have:
- Existing network among AI labs, data vendors, or enterprise AI teams
- Experience operating in or selling data from emerging markets
- Working knowledge of data protection regimes (GDPR, LGPD, and equivalents)
- Additional languages, particularly Spanish, Portuguese, or Russian
