Director of Sales, AI21 Labs
North America
$350-450k
OTE
Generative AI systems
Be an early applicant
Generative AI systems
201-500 employees
Be an early applicant
$350-450k
OTE
201-500 employees
Company mission
To build AI systems with an unprecedented capacity to understand and generate natural language.
Role
Who you are
- Minimum 4–5 years of experience in sales leadership roles, including directly managing and coaching teams
- Demonstrated success in enterprise sales, especially in deep tech, AI, or highly technical B2B software environments
- Prior experience as a player-coach, comfortable both managing others and actively selling
- Proven ability to thrive in startup or scale-up environments, where agility and initiative are critical
- Strong record of closing large, complex deals with Fortune 500 companies
- Capable of translating complex technical value propositions to non-technical stakeholders
- Passionate about building—from team culture and processes to pipeline and revenue
- Self-motivated, adaptable, and driven by results and learning
- Familiarity with enterprise sales motions involving procurement, legal, and technical POCs
What the job involves
- We are seeking a hands-on, player-coach Sales Director to lead our North America sales organization during a formative and high-impact period
- This is a unique opportunity for a builder—someone energized by joining a company as we start scaling, eager to roll up their sleeves and shape the foundations of our go-to-market engine
- The ideal candidate will leverage their managerial experience to lead, mentor, and scale a sales team, while personally owning and closing strategic deals, serving as a role model in execution, strategy, and client engagement
- Build, execute, and refine the North American enterprise sales strategy
- Hire, lead, and mentor a team of high-performing enterprise AEs
- Personally lead complex, high-value sales opportunities and set the standard for team excellence
- Cultivate and grow executive-level relationships with strategic customers
- Partner closely with marketing and product to optimize GTM alignment
- Manage pipeline, forecasting, and performance reporting
- Stay ahead of market trends and competitive landscape to inform strategic choices
- Minimum 4–5 years of experience in sales leadership roles, including directly managing and coaching teams
- Demonstrated success in enterprise sales, especially in deep tech, AI, or highly technical B2B software environments
- Prior experience as a player-coach, comfortable both managing others and actively selling
- Proven ability to thrive in startup or scale-up environments, where agility and initiative are critical
- Strong record of closing large, complex deals with Fortune 500 companies
- Capable of translating complex technical value propositions to non-technical stakeholders
- Passionate about building—from team culture and processes to pipeline and revenue
- Self-motivated, adaptable, and driven by results and learning
- Familiarity with enterprise sales motions involving procurement, legal, and technical POCs
Our take
AI21 Labs addresses a significant challenge in the realm of artificial intelligence by recognising the limitations of general-purpose language models (LLMs) in enterprise settings. In response to this problem, AI21 has introduced the AI21 Studio Platform, emphasising Task-Specific Models - optimised LLMs specifically designed to excel in distinct natural language processing (NLP) capabilities.
The architecture employed by AI21 integrates LLMs, external knowledge sources, and discrete reasoning to enrich the LLMs with knowledge and reasoning, contributing to a flexible architecture that incorporates multiple models. This innovative approach, alongside the company's development of LLMs for consumer application development, is what makes it stand out in the space.
With a successful Series C funding round in 2023, putting the company's value at $1.4 billion, AI21 is positioned for substantial growth and impact. The funding is being used to increase the company's influence by emphasising a tailored approach to AI. Its rather niche focus suggests a promising trajectory as it helps shape the future of AI-first enterprises.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
May 2025
$300m
SERIES D
Nov 2023
$53m
SERIES C
Total funding: $626.5m
Company HQ
Tel Aviv-Yafo, Tel Aviv District
Leadership
Ori Goshen
(Co-Founder & Co-CEO)Previously founded CrowdX (acquired by Cellwize) and tawkon. They also served as a Director of Technology at Cellwize before co-founding AI21 Labs in 2017.
Yoav Shoham
(Co-Founder)For the past 36 years they have been a Professor at Stanford University. Previously they were co-founder and Chairman of WeCode, Figure8, and Timeful. They also worked as a Principal Scientist at Google.
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