Head of Sales

Head of Sales

Company: mpathic.ai

Location: Seattle, WA

Remote: Yes

Job Type: Full-time

mpathic is keeping humans safe in the AI era through automated tools and expert datasets that are rooted in psychology and powered by clinicians. We are a series A start‑up backed by Tier 1 investors including Foundry.vc and Next Frontier Capital.

Your mission is to build the official sales organization, establishing the structure, processes, and team that take us from founder‑led sales to a scalable, predictable revenue engine.

As our first sales hire, you will be both architect and operator: defining GTM strategy, building outbound and inbound motions, selling directly into enterprise AI teams, and standing up the pipeline, people, and processes required for scale. You will hire and lead our first SDR/BDR, develop early AEs, and own the full sales lifecycle for all Enterprise and Commercial accounts across AI safety, evaluation, red teaming, and human‑data workflows.

• Sales & GTM Leadership:
  Build mpathic.ai's sales function from the ground up—strategy, pipeline generation, playbooks, processes, and tooling. Develop and execute GTM strategy for Enterprise and Commercial customers in AI safety, quality, evaluation, and human‑in‑the‑loop data workflows. Own revenue forecasting, pipeline health, and operational rigor across segments. Define segmentation, ICP, pricing/packaging, and territory strategy outside of strategic named accounts handled by the founders.

• Enterprise & Commercial Sales Execution:
  Personally prospect, develop, and close high‑value opportunities across enterprise AI, ML platform teams, innovation groups, and regulated industries. Lead multi‑stakeholder sales cycles involving data, safety, procurement, security, and technical decision‑makers. Drive adoption of our human‑data services, evaluation workflows, annotation services, and platform capabilities. Expand existing enterprise accounts with new use cases and product lines, partnering closely with Customer Success and Product.

• Team Building & Management:
  Hire, train, and manage our first SDR/BDR to establish a consistent outbound engine. Build hiring profiles, compensation plans, and performance frameworks as the team grows. Mentor early AEs when appropriate and establish a strong, scalable sales culture. Collaborate with the founders on smooth transitions between founder‑led and sales‑led opportunities.

• Sales Operations & Process Excellence:
  Stand up our CRM strategy, reporting, automations, and sales tooling ecosystem. Implement repeatable playbooks for discovery, demos, qualification, objection handling, and proposal development. Build dashboards and structured operating cadences for executive visibility. Design consistent outbound sequences and pipeline development motions.

• Market Insight & Cross‑Functional Leadership:
  Maintain a deep understanding of the AI ecosystem, particularly AI safety, RLHF, evaluation, red teaming, and human feedback workflows. Provide market insights to Product and Leadership to shape roadmap and positioning. Represent mpathic.ai at conferences, customer workshops, and AI community events.

• Required Experience:
  
  7+ years of experience in enterprise and commercial sales, ideally at a Series A/Series C AI, ML, or data‑focused company. Proven success selling to enterprise ML, data science, safety, or evaluation teams. Experience as a first or early sales hire, with a track record of building GTM motions from zero‑to‑one. Demonstrated ability to hire, onboard, and manage SDR/BDR teams. Strong experience driving complex, technical, multi‑stakeholder deals end‑to‑end.
  
  Familiarity with human‑in‑the‑loop data pipelines, annotation workflows, RLHF, red teaming, or evaluation services.

• Skills & Attributes:
  Strategic operator who enjoys rolling up their sleeves and closing deals personally. Strong process builder with disciplined forecasting and pipeline management. Excellent communication skills with both technical and executive audiences. High adaptability and comfort working in a fast‑moving, ambiguous startup environment. Deep curiosity about AI safety,…