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Salary: USD 157,000 - 192,000 / annual
Gray Swan AI is a 50-person, well-funded company on a mission to enable safe and secure AI deployment. The company evaluates AI models for leading frontier labs and builds real-time threat detection and adaptive adversarial red teaming agents. This Strategic Account Executive role owns the commercial side of Gray Swan's most strategic business: relationships with frontier AI labs.
You will report to the SVP of Frontier Lab Safety and work alongside a Strategic Partnership Manager who handles technical scoping and delivery. Your core responsibility is owning the full commercial cycle for a portfolio of frontier lab accounts—from initial conversation through scoping, pricing, contracting, and close. You carry a quota spanning both new logos and account expansion. Most growth comes from deepening existing engagements, so renewal and upsell are as central as new business development.
Key responsibilities include: managing the complete commercial lifecycle for frontier lab accounts; carrying a quota for new logos and expansion; setting commercial frames while the technical team sets scope; navigating multi-month procurement, legal, and security review cycles at organizations with rigorous contracting processes; building relationships across research, safety, policy, and procurement functions; bringing market intelligence back to inform product direction; and representing Gray Swan at industry conferences and standards conversations.
You bring 5+ years of experience closing complex six-figure-plus enterprise or professional services deals with long, consultative, multi-stakeholder sales cycles. You have genuine fluency in AI safety and evaluation—enough to hold substantive conversations about model testing, red teaming, and agentic risk with technical buyers. You have experience selling into or working alongside AI labs, research organizations, or government/regulatory bodies. You have a track record of growing accounts through renewals, expansions, and multi-year programs. You operate comfortably under NDA with sensitive customer information.
This is a senior individual contributor role, not a management position. You own the commercial relationship while the Strategic Partnership Manager owns scope-to-milestone execution. Your accounts are frontier labs and government evaluation bodies, not broad enterprise territories. You thrive in emerging markets, value discretion and ownership, and prefer being the trusted advisor a head of safety calls first over hitting activity metrics.
