mpathic

Own the sales cycle for AI safety solutions, from pipeline development and consultative discovery through negotiations and coordination with delivery teams. | Requires 7+ years of enterprise B2B sales success closing complex deals, deep SaaS sales experience in AI, data, or security, and strong technical and executive communication. | About the role mpathic is seeking a Sales Account Director to sell AI safety solutions to two groups of buyers: AI builders and labs that need to evaluate, red team, and improve the safety of their models, and enterprise organizations that are putting AI to work and need to monitor and analyze AI conversations. This is an individual contributor role for an experienced seller who is energized by complex, consultative sales. Most of what you sell is SaaS, paired with expert-led services where customers need hands-on support. You will own the full sales cycle, from building pipeline in target accounts through negotiation and close, and you will work closely with Clinical Solutions, Product, and Customer Success to make sure what you sell is what we deliver. What you'll do Win new business with AI builders, labs, and enterprises Own a quota and a book of target accounts across AI builders and labs and large enterprises, and run the full sales cycle from first conversation to signed contract. Sell AI safety to AI builders and labs, including evaluation, benchmarking, red teaming, and human data needs. Sell conversation monitoring and analysis to enterprise organizations deploying AI, helping them understand how their AI systems behave in real conversations with customers, patients, employees, or other users and where they put people at risk. Build and execute account plans that identify the right stakeholders, such as AI safety, research, product, trust and safety, risk and compliance, legal, security, and executive sponsors, and multi-thread across them. Generate your own pipeline through outbound, networking, partnerships, and events, alongside support from marketing and sales leadership. Shape each deal around the platform first, adding expert-led services where customers need additional capacity or expertise. Run consultative, technical sales cycles Lead discovery conversations that uncover the customer's AI safety challenges, risk concerns, and success criteria. Partner with Clinical Solutions and Product on demos, pilots, proposals, and responses to RFPs and security or procurement reviews. Navigate complex buying processes, including legal, procurement, and information security, and manage contract negotiation through close. Grow accounts and hand off with care Work with Customer Success on a smooth handoff so customers feel continuity from the sales conversation into delivery. Identify and pursue expansion opportunities within your accounts as customers adopt the platform and their programs mature. Operate with discipline Maintain accurate pipeline, forecasts, and account notes in the CRM. Share market, competitor, and customer feedback with Sales leadership, Product Marketing, and Product. What you'll accomplish In your first 60-90 days you'll... Learn mpathic's platform, services, and customers in depth, and become confident telling our story to technical, research, and executive buyers. Shadow customer conversations and delivery programs to understand what great delivery looks like. Build an account plan and target list across both buyer groups and begin generating qualified pipeline. In your first year you'll... Consistently meet or exceed quota with a healthy, well-qualified pipeline. Close new logos with AI builders, labs, and enterprises and establish yourself as a trusted advisor to their AI safety and risk leaders. Help refine our sales process, messaging, and playbook based on what you learn in the field. You'll thrive in the role if you: Have [7+] years of experience in enterprise B2B sales, with a track record of closing complex, [six-figure-plus] deals with long, multi-stakeholder cycles. Have deep experience selling SaaS, ideally technical products such as AI/ML, data, analytics, security, or developer tools. Are familiar with selling services alongside software, and comfortable scoping and positioning expert-led services as part of a SaaS deal. Have sold to AI builders or labs, or to enterprises adopting AI, or have sold conversation analytics, monitoring, quality assurance, or risk and compliance solutions. Experience in any of these is a strong plus. Can speak credibly with technical, research, clinical, risk, and executive audiences, and are curious about AI safety, evaluation, and behavioral science. Have strong discovery, negotiation, and forecasting skills, and keep your pipeline and CRM disciplined. Are self-directed and collaborative, and enjoy working in an early-stage, remote-first company. Role details Location: Remote (US), West Coast preferred Schedule: Full-time Compensation: annual base salary plus target variable compensation (50/50 pay mix), Variable compensation is subject to the company sales commission plan; equity eligibility may also apply. Equity eligible Focus: Selling AI safety and AI conversation monitoring and analysis to AI builders, labs, and enterprises

Design and maintain backend systems and cloud infrastructure with .NET and AWS, integrating AI models and ensuring platform reliability. | 5+ years in software engineering with expertise in .NET (C#), AWS, database management, and system design. | About mpathic mpathic is building the future of trustworthy AI. Grounded in behavioral science and human-centered design, we provide the infrastructure for building AI systems that are safe, aligned, and emotionally intelligent. Building on our work in areas like RL gyms, red teaming, benchmarking, and human data, we are creating the foundation for training, probing, and measuring advanced AI systems reliably, auditably, and at scale. Position Overview mpathic is seeking a Senior Software Engineer (Back End) to help design, build, and scale the systems that power our platform and AI safety work. This role will focus primarily on backend engineering using .NET (C#) and AWS, with responsibility for building reliable APIs, services, data infrastructure, and cloud-native applications. You’ll work closely with engineers and cross-functional partners to solve complex technical problems, improve the scalability and performance of our systems, and support the integration of AI models into our products and workflows. We’re looking for an experienced engineer who is comfortable owning problems end-to-end, making thoughtful architectural decisions, and operating in a fast-moving environment where the problems we’re solving are still evolving. About You Proven Experience: 5+ years of software engineering experience, with a strong focus on backend development using .NET (C#). AWS Proficiency: Hands-on experience with AWS services, architecture, and best practices for building and operating cloud-native applications. Database Expertise: Strong experience with SQL and NoSQL databases, including schema design, data modeling, query optimization, and performance. System Design: Experience designing scalable, reliable backend services, APIs, and distributed systems. Frontend Familiarity: Working knowledge of React and its ecosystem, with the ability to collaborate effectively across the stack. Technical Ownership: Comfortable taking ambiguous technical problems from initial requirements through design, implementation, testing, and deployment. Collaborative Mindset: Strong communicator who enjoys working across engineering, product, and other technical teams. Continuous Learning: Curious about emerging technologies and motivated to evaluate new tools and approaches pragmatically. Core Responsibilities Backend Development: Design, build, test, and maintain robust backend systems using .NET (C#) and other languages as appropriate. Cloud Infrastructure: Design, deploy, and manage scalable applications in AWS, leveraging services such as ECS Fargate, DynamoDB, S3, and other cloud-native technologies. API & Service Development: Build reliable APIs and services that support mpathic’s platform, products, and AI workflows. Database Management: Work with both SQL databases, including PostgreSQL, and NoSQL databases, including DynamoDB, to support diverse application and data needs. System Design & Scalability: Make thoughtful architectural decisions around reliability, scalability, performance, security, and maintainability. AI Integration: Support the integration of AI models and AI-powered capabilities into production systems and workflows. Frontend Collaboration: Partner closely with frontend engineers and occasionally contribute to React-based applications when needed. Code Quality: Write clean, maintainable, well-tested, and well-documented code while contributing to engineering standards and best practices. Mentorship: Provide technical guidance to other engineers and actively participate in code reviews, architecture discussions, and knowledge sharing. Problem-Solving: Tackle complex engineering challenges spanning performance optimization, system design, troubleshooting, integrations, and evolving product requirements. Research & Experimentation: Stay current on emerging tools and techniques for cloud infrastructure, services, APIs, and AI applications. Conduct focused proofs of concept with clear technical and business outcomes. Cross-Functional Collaboration: Work closely with engineering, product, AI, and other teams to translate business and customer needs into scalable technical solutions. What Success Looks Like You’ll help mpathic build a backend foundation that can scale alongside our products and customers. You’ll take meaningful ownership of technical decisions, improve the reliability and maintainability of our systems, and help the broader engineering team move quickly without sacrificing quality. You’ll also have the opportunity to work on technically challenging problems at the intersection of software infrastructure, AI, and human-centered AI safety.