The Role
Own the B2B sales pipeline and revenue for AI and data services, leading outbound prospecting, technical deal qualification, pilots, recurring contract conversion, pricing, margin protection, and strategic partnerships. Sell consultatively to AI, ML, research, and data operations buyers. Coordinate commercial terms with legal, privacy, and tax teams, represent the company at industry events, and relay customer demand and market insights to product and operations.
Summary Generated by Built In
The Commercial Lead will own the sales pipeline and revenue, driving outbound sales and managing complex B2B deals with AI and data companies, from qualification and pilots to recurring contracts. The role also includes developing strategic partnerships and channels, shaping pricing and commercial terms, and bringing customer demand and market insights back to product and operations.
Key Responsibilities
Own the pipeline and the number
- Build and run outbound to AI labs, applied AI companies, and data vendors who need collection capacity they don't have in-house.
- Qualify hard and early: match buyer requirements against what our network can realistically deliver, and walk away from deals that don't fit.
Run complex, technical deals
- Sell to technical buyers - data leads, research managers, ML and data ops teams - in long, spec-heavy, consultative cycles.
- Collect buyer requirements (languages, demographics, modality, annotation depth, licensing scope), push back when a spec isn't deliverable.
- Manage pilots and convert them into recurring volume.
Shape pricing and commercial framework
- Own our price book across modalities (per audio hour, per image, per video hour, per annotated unit) and defend margin against buyer pressure and vendor benchmarks.
- Alongside with the business unit leader work with legal, privacy and tax on DPAs, consent frameworks,contracts across multiple jurisdictions.
Build the channel
- Develop partnerships with data vendors and platforms who can route demand to us where we have coverage they lack.
- Represent DataTasks at the venues where this market actually buys - research conferences, data and AI events, and buyer-side procurement teams.
Feed the roadmap
- Bring structured demand signal back into product and operations
Qualifications
Must have
- Experience in B2B sales, business or commercial roles, with a track record of closing complex deals you personally sourced and ran.
- Direct experience in AI/ML data, data annotation and labelling services, data licensing, or a closely adjacent technical services market.
- Comfort selling to technical and research buyers.
- Genuine zero-to-one appetite. There is no inbound, no established brand in this market, and no playbook to inherit.
- Fluent English, written and spoken, at a level suitable for negotiating with US and EU counterparties.
Nice to have
- An existing network among AI labs, data vendors, or enterprise AI teams.
- Experience operating in or selling data from emerging markets.
- Working knowledge of data protection regimes (GDPR, LGPD, and equivalents in our operating markets).
- Additional languages, particularly Spanish, Portuguese or Russian.
Why join us
- Help us challenge injustice by creating fair choices for millions of people across 47 countries
- Develop your professional skills with access to mentoring, career consulting, and learning programs
- Collaborate with teams around the world and gain international experience through our Global Talent Exchange Program
- Engage in company-wide challenges, awards, sports activities, employee-led social impact and volunteering projects
- Work alongside people who take initiative, speak openly, and challenge themselves to grow
- Improve your language skills through co-financed courses and internal speaking clubs
- Annual salary from 75 600 EUR gross
Final benefits may vary depending on the location.
About
inDrive is a global tech company on a mission to challenge injustice through fair choices. We started in 2012 in the coldest city on Earth, when a group of friends created a way for people to agree on fair ride prices. That idea grew into one of the world’s top ride-hailing apps, now with 400M installs across 47 countries.Today, we offer more than rides: from freight and delivery to intercity travel and financial services, all designed to put people first. We are committed to having a positive impact on people’s lives both through our core business, which supports local communities via a fair pricing model; and through the work of our impact programs. Ready to ignite your inner drive?
Skills Required
- Track record in B2B sales, business, or commercial roles closing complex deals that the candidate personally sourced and managed
- Direct experience in AI/ML data, data annotation and labeling services, data licensing, or a closely adjacent technical services market
- Experience selling to technical and research buyers
- Ability and appetite to build a sales function from zero without inbound demand, an established brand, or an inherited playbook
- Fluent written and spoken English suitable for negotiating with US and EU counterparties
- Existing network among AI labs, data vendors, or enterprise AI teams
- Experience operating in or selling data from emerging markets
- Working knowledge of data protection regimes including GDPR, LGPD, and equivalents
- Additional language skills, particularly Spanish, Portuguese, or Russian
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The Company
What We Do
inDrive is a global IT and transportation platform inDrive is one of the world’s fastest growing online ride-hailing services. Its services are available in over 749 cities in 46 countries throughout the world. The Company’s app has been downloaded over 150 million times. inDrive offers other services, including intercity transportation, freight and cargo services, as well as delivery services in different markets of operations. inDrive is based in Mountain View, California, and operates regional hubs in the Americas, Asia, the Middle East, Africa and the countries of the CIS, and employs over 2,000 people. In early 2021, inDrive achieved unicorn status after closing a $140m investment round with Insight Partners, General Catalyst, and Bond Capital, which valued the company at $1.23 billion.
