Customer Success Lead

Karya’s mission is to leverage the AI revolution to create dignified earning and learning opportunities for low-income communities across the world. In India, our smartphone-based digital work platform has enabled over 120,000 people to build language datasets and evaluate AI models while earning fair wages. With pilots in Kenya and Ethiopia and partnerships with leading AI labs, we are advancing language technologies for underrepresented communities. By combining dignified digital work with frontier AI innovation, Karya hopes to build a new AI economy that is equitable, inclusive, and community driven.

Karya is seeking a Customer Success Lead to own revenue growth across our largest and most strategic accounts. This role sits at the intersection of enterprise sales, AI infrastructure, and social impact — structuring and driving complex deals with enterprises, government bodies, and research institutions, to serve our communities better. 

The ideal candidate combines deep enterprise sales experience with the ability to sell technical AI/ML solutions to both business and technical stakeholders. You will lead full-cycle sales from prospecting through close and expansion, build trusted C-suite relationships, and bring sales discipline to a high-growth team.

If you're excited about closing complex deals that directly fund dignified work for underserved communities, and want to shape GTM strategy at a mission-driven company, we'd love to hear from you.

Key Responsibilities

Enterprise Sales & Account Ownership

• Own and drive relationships with Karya's key prospects and customers across enterprise and research sectors.
• Lead full-cycle enterprise sales — from qualification and deal strategy through close, renewal, and expansion.
• Navigate complex procurement processes including vendor empanelment, compliance, and legal reviews.
• Develop and execute comprehensive account strategies to drive net-new revenue and long-term partnerships. 

Pipeline & Revenue Management

• Take ownership of existing pipeline and build new pipeline through outbound, referrals, and partnerships.
• Lead strategic deal planning and mutual close plans across new business and expansions.
• Maintain accurate forecasting, deal tracking, and pipeline hygiene in HubSpot.

Cross-Functional Leadership

• Partner closely with Product and Operations teams to deliver compelling, technically credible value propositions.
• Act as the voice of the customer internally — influencing product roadmap, delivery priorities, and positioning.
• Bring process discipline: qualification frameworks, deal stages, win/loss analysis.

Domain & Market Expertise

• Maintain deep understanding of customer business goals, AI maturity, and industry trends.
• Develop expertise in AI/ML data services — particularly data annotation, model evaluation, and Indic language AI.
• Represent Karya credibly in conversations with ML engineers, data scientists, and business leaders.

Ideal Candidate

Experience

• 5+ years of enterprise sales or strategic account management experience.
• 2+ years selling deeply technical solutions (AI/ML, data services, SaaS, or consulting) to both business and technical audiences.
• Proven track record of closing large, complex enterprise deals.
• Experience with long sales cycles (3 months+) and multi-stakeholder deal dynamics.

What We Offer

• Flexible leave and vacation policy
• Hybrid work options
• Insurance as per industry standards
• Access to leaders in technology and social impact sectors
• A chance to contribute meaningfully to AI, digital equity, and rural development

Karya celebrates diversity and is an equal opportunity employer. All applicants will be considered without regard to race, religion, gender identity, sexual orientation, disability, or any other protected status.