About the Role Appen's Go to Market team sits at the center of the company's growth strategy, partnering with the world's most ambitious AI programs to deliver the data that makes models work. This role will focus on developing new business with strategic customers across Big Tech, AI Labs, and Enterprise AI adopters. This is a high-visibility commercial role for a business development professional who understands the AI industry and can identify opportunities, build relationships, and turn customer needs into strategic partnerships. Location and Work Arrangement This role is based in the San Francisco Bay Area. You'll be expected to meet clients in person and be comfortable building relationships through regular face-to-face meetings. Your Impact You'll own end-to-end sales cycles with both research-led AI labs and enterprise buyers, from discovery and qualification through commercial negotiation and contract execution, working from well-developed territory and account plans. You'll stay multi-threaded across research, buying, technical, and operational stakeholders, positioning Appen's portfolio as the partner of choice by mapping capabilities directly to each client's AI program priorities. Expect to craft compelling business cases and proposals, and to run regular Executive Business Reviews to keep clients aligned on strategic goals and surface new partnership opportunities. Pipeline comes from outbound account-based strategies run in partnership with Marketing, backed by strong CRM discipline and accurate, timely forecasts. You'll also orchestrate internal teams across Client Partners, Delivery, Legal, and Finance to shape the solution and pricing behind each bid. Success in this role looks like year-on-year growth in the accounts you own, and enough standing inside them to influence how those programs are scoped and resourced. What You Bring 5+ years of sales experience with a business development background
A proven track record of building pipeline and closing large, complex deals with both research-led organizations and traditional enterprises
Demonstrated success consistently achieving or exceeding quota in new business roles
Working knowledge of the AI industry, including how models are trained and evaluated, the key players, and the role data plays
Experience selling technical solutions to research, engineering, and executive audiences
Strong ability to lead complex RFP responses and negotiate MSAs, SOWs, DPAs, and other enterprise agreements
Excellent written and verbal communication skills, with comfort presenting to executive audiences
A consultative, customer-first mindset with the ability to influence cross-functional internal teams
Comfort building relationships face to face through regular in-person client meetings across the Bay Area
Experience in AI training data, RLHF, or model evaluation highly valued