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Encord is a universal data layer for AI that helps 300+ AI teams train and run models on the right data. The platform indexes, curates, annotates, and evaluates data across the full AI lifecycle, from development through production. Trusted by Woven by Toyota, AXA, UiPath, Zipline, and others, Encord is a 100+ person team backed by $60M in Series C funding from Wellington Management, CRV, Next47, and Y Combinator.
You will join as a founding Sales Director, reporting directly to the VP of Global Sales and working alongside co-founders. This is a true leadership role in a hyper-growth AI infrastructure company.
Key responsibilities:
- Lead and grow a high-performing sales team through hiring, coaching, and development while staying close to the market
- Own revenue growth across your market, taking the product to leading AI and tech businesses and scaling to millions in ARR
- Navigate complex, full-cycle enterprise and mid-market sales with customers ranging from fast-growing startups to Fortune 500s
- Partner with the VP of Global Sales on GTM strategy, ICP expansion, and new verticals with a clear path to expanded geography, sector, or team ownership as the company scales
- Run sales cycles yourself during the ramp period, learning the product and buyers firsthand to coach your team from experience
- Become the authoritative voice on Encord's positioning and pitch, setting standards for the team
- Represent Encord externally at industry events, in senior customer relationships, and across the AI and Physical AI ecosystem
- Collaborate cross-functionally with Product, Engineering, and Customer Success to shape roadmap and inform go-to-market decisions
- Step up wherever needed: marketing, events, community, onboarding — this is a founding leadership role
The ideal candidate thrives in ambiguity and doesn't wait for a playbook. You have deep experience selling technical products to technical buyers (ML engineers, data scientists, CTOs, AI platform leads) and a builder mentality focused on leaving something behind. You possess high commercial IQ, genuine excitement about Physical AI, and the ability to navigate complex, multi-stakeholder deals while coaching others.
Experience requirements:
- 7–12 years in GTM roles at B2B SaaS companies with a proven track record of leading and scaling high-performing sales teams
- Demonstrated ability to hire, develop, and retain top sales talent — you've built teams, not just joined them
- Strong commercial intuition with ability to build rapport and influence at all levels, from junior operators to CTOs
- Gravitas to engage and win over senior leadership and instill that credibility in people around you
- Track record of top-percentile performance in sales leadership, academia, sport, or any competitive environment
- Clear point of view on what great GTM looks like and conviction to build it from scratch in a fast-moving environment
