Requirements and responsibilities
Company Overview:We are building Protege to solve the biggest unmet need in AI — getting access to the right training data. The process today is time intensive, incredibly expensive, and often ends in failure. The Protege platform facilitates the secure, efficient, and privacy-centric exchange of AI training data.Solving AI’s data problem is a generational opportunity. We’re backed by world-class investors and already powering partnerships with some of the most ambitious teams in AI. The company that succeeds will be one of the largest in AI — and in tech.We’re a lean, fast-moving, high-trust team of builders who are obsessed with velocity and impact. Our culture is built for people who thrive on ambiguity, own outcomes, and want to shape the future of data and AI.Role OverviewProtege is seeking a Vertical Sales Representative with a specialization in video data for AI model training and evaluation.This role is responsible for driving revenue by helping organizations — including vertical AI labs, media companies, and enterprises — access, prepare, and scale high-quality video datasets used to train and improve AI models.This is a full ownership sales role. You will be responsible for building, managing, and closing pipeline, supported by outbound/BDR and marketing resources, while also proactively sourcing and creating your own opportunities.The ideal candidate brings a strong, early-stage sales background combined with fluency in AI and data use cases, and can translate complex data requirements into clear, actionable commercial solutions.What You’ll Be SellingHigh-quality video datasets used for training and evaluating AI modelsValue-added data enrichment services, designed to tailor video data to the precise needs of model buildersSolutions that improve model performance, accuracy, and safetyValue-added managed servicesWhat You’ll DoOwn Pipeline & RevenueOwn a revenue target, working closely with Protege’s Video GM and teamBuild, manage, and close a pipeline of opportunities across new and existing accountsBalance self-generated pipeline with inbound and outbound-supported opportunitiesDrive AI Data OpportunitiesIdentify and develop opportunities where video data is required for AI model training, fine-tuning, or evaluationEngage data science, product, and business stakeholders to understand data needsPosition Protege’s capabilities as solutions to data quality, scale, and availability challengesLead Consultative Sales CyclesRun full-cycle sales from discovery through closeTranslate technical requirements into clear commercial scopes and proposalsNavigate multi-stakeholder environments including AI, legal, content, and product teamsDevelop Vertical ExpertiseBuild a strong point of view on how video data is used in AI/ML workflowsIdentify repeatable use cases and patterns within the video verticalContribute to go-to-market strategy and offeringsPartner Cross-FunctionallyWork closely with GM, Delivery, Data Lab, and Partner teams to scope and execute solutionsPartner with Product and Commercial Ops to improve packaging, pricing, and sales motionCollaborate with outbound/BDR teams on targeted account strategiesWhat We’re Looking ForRequired5+ years of enterprise or mid-market sales experienceExperience selling into AI, data, media tech, and/or video-related industriesStrong understanding of how data is used in AI/ML workflows, particularly for training modelsProven ability to generate pipeline and close deals in a fast-paced environmentAbility to engage both technical stakeholders (data science researchers, etc.) and business leadersStrong ownership mindset and ability to operate in a build-stage environmentExperience selling SOW, SaaS, and Managed Services-oriented offeringsPreferredExperience with video datasets, content pipelines, or video generation + interpretation workflowsExperience with AI training data, labeling, annotation, or evaluation servicesFamiliarity with multimodal AI (video, text, audio)Existing relationships within media, AI, or data ecosystemsWhat Success Looks LikeConsistent pipeline generation across both self-sourced and supported channelsAbility to quickly scope and close video data opportunitiesConsistently converting deals from pipeline to close, with strong pipeline velocityDevelopment of repeatable use cases within theVideo verticalClear contribution to revenue growth and vertical expansionDeep cross-functional collaboration with teams across ProtegeWhy This RoleOpportunity to sell at the intersection of AI, data, and mediaHigh ownership role with direct impact on a strategic growth verticalBalance of pipeline creation, consultative selling, and deal executionCollaborative environment working across product, operations, and commercial teamsAbility to shape how organizations leverage video data to power AI30 / 60 / 90 Day Plan0–30 Days: Learn Fast + Start SellingRamp on Protege offerings, AI/video data use casesPair closely with Media GM and Commercial Leadership to build target account list (media + AI buyers)Begin outreach (with BDR + self-sourced)Run early discovery callsOutput:20-30 conversations5-8 early-stage opportunitiesClear POV on fastest-moving use cases30–60 Days: Build Pipeline + Advance DealsConsistently generate pipeline (self + supported)Independently run discovery and scope opportunitiesStart moving deals into proposal stageProvide consistent feedback to Media GM + Commercial team w/r/t to what’s working, what’s not, what we are seeing in marketOutput:3–5x pipeline coverage building8–12 active opportunities2–3 deals in proposal/scopingFirst deals nearing close60–90 Days: Close + Establish RhythmClose initial deals (focus on speed + repeatability)Maintain steady pipeline creationBuild momentum within key accountsContinued deep collaboration with Media GM, Commercial Leadership, broader Commercial teams, DataLab, Marketing, Media SolutionsOutput:1–3 deals closed (or late-stage with clear path)Consistent deal flowRepeatable motion for core video data use casesSimple Summary30 days: In market, creating pipeline60 days: Pipeline + deals forming90 days: Closing + repeatable motionProtege ValuesPass the Loved Ones’ TestWe act with integrity and do the right thing — especially when it’s hard and no one is watching.Always Find a WayWe are resourceful, resilient builders who solve hard problems and push through obstacles.Go Fast and Grow FastVelocity matters. We move with urgency, learn quickly, and continuously improve as individuals and as a company.Practice Kindness and CandorWe communicate directly and respectfully, building trust through honest feedback and genuine care for one another.Deliver TogetherWe win as one team. Collaboration, accountability, and shared ownership drive our success.Own the Outcome. Hone the Craft.We take pride in our work, sweat the details, and continuously raise the bar for excellence.
Optionally, you can add more information later (benefits, pre-screening questions, etc.)