[Hiring] Strategic Account Executive @Gray Swan AI

Role Description

Our frontier lab business is Gray Swan's most strategic. We evaluate models for the leading AI labs before those models ship. This role owns the commercial side of those relationships end to end.

You will report to our SVP of Frontier Lab Safety and work alongside a Strategic Partnership Manager who owns technical scoping and delivery. You own the number: landing new lab accounts, converting first engagements into ongoing programs, and expanding accounts as their evaluation needs grow.

This is a small, high-trust market. A few dozen people worldwide decide how frontier AI gets evaluated, and they talk to each other. Credibility here is earned through technical fluency, discretion, and consistency, not volume outreach.

What You’ll Do:

• Own the full commercial cycle for a portfolio of frontier lab accounts: first conversation, scoping, pricing, contract, close.
• Carry a quota spanning both new logos and expansion within existing accounts.
• Set the commercial frame on engagements while our Strategic Partnership Manager and research team set the technical one.
• Move deals through procurement, legal, and security review at organizations that take contracting extremely seriously.
• Build relationships across research, safety, policy, and procurement functions.
• Bring the field back inside: what labs and agencies are being asked to prove, and where our evaluation offering needs to go next.
• Represent Gray Swan at the conferences, workshops, and standards conversations where this market is being defined.

Qualifications

• 5+ years closing complex six-figure-plus enterprise or professional services deals with long, consultative, multi-stakeholder cycles.
• Enough fluency in AI safety and evaluation to hold a real conversation about model testing, red teaming, and agentic risk.
• Experience selling into or working alongside AI labs, research organizations, or government and regulatory bodies.
• A record of growing accounts rather than only landing them: renewals, expansions, and multi-year programs you can speak to specifically.
• Experience operating under NDA with pre-release or otherwise sensitive customer information.

Requirements

• This is not a delivery role. Our Strategic Partnership Manager owns scope-to-milestone execution; you own the commercial relationship.
• This is not a broad enterprise territory. Your accounts are frontier labs and some government evaluation bodies.
• This is not a management role. This is a senior individual contributor seat on a team we expect to grow.
• If you don’t have 100% of these, you should still seriously consider applying.

Benefits

• Competitive compensation package designed to reward impact and incentivize growth.
• Compensation: $157k-$192k + commission ($314-$384k OTE) and meaningful equity package.
• 401k with up to 4% matching.
• 28 days annual leave (vacation + holidays).
• Health, dental, and vision coverage.
• Catered lunches (Pittsburgh office).
• Flexible work arrangements.
• Visa sponsorship available for exceptional candidates.

Interview Process

• 🔎 Application review. We read everything; we’ll respond within 10 days.
• ✏️ Online technical screen (15 min). Complete a simple, job-relevant exercise.
• 🗣 Intro call (30 min). We learn about you; you learn about us.
• 🧑‍💻 Technical interview (90 min). Live coding with some tasks requiring AI and others not.
• 🗣 Experience & culture interview (60 min). Conversational exploration of the skills fit.
• 😇 Reference checks. We’ll reach out to 3-5 references that you provide.
• 📃 Offer. If it’s mutual, we move fast.

How to Apply

Submit your resume, link to your portfolio, and answer the questions on the application.