About Gray Swan Gray Swan protects organizations from emerging AI security threats. We build real-time threat detection, automated validation, and adaptive defenses for AI labs and enterprises. We're a team of ~35 people, well-funded, and growing fast.

We have strong traction and globally recognized customers, which means employees here take on real responsibility and meaningful equity from day one. This is a high-ownership environment where you'll work on hard problems, move quickly, and help shape both the product and the company.

Many people join Gray Swan because our mission matters. We're doing practical, high-impact work in AI safety -- that sense of purpose is a core reason why engineers and researchers choose us.

The Role This role is explicitly built to support our SVP of Frontier Lab Safety, who owns the overall relationships and technical scope across our AI lab customer base. As we grow our lab engagements rapidly, we need a dedicated operator to make sure everything around those relationships runs cleanly -- so the SVP can focus on what only they can do.

This person is an incredible project manager, functioning between sales operations and customer success. Your job is to make sure nothing falls through the cracks: deals close on time, milestones are tracked and communicated, customers feel well taken care of, and the CRM actually reflects reality.

What You'll Do Support the SVP of Frontier Lab Safety

• Act as the operational backbone for all lab relationships -- owning the workflows, follow-through, and coordination to ensure these services can scale.
• Translate technical scopes defined by the SVP into clear milestones and deliverables the broader team can execute against.
• Coordinate initial calls with new customers, including scheduling, prep materials, and post-call follow-up.
• Monitor dedicated Slack channels for lab customers -- surface new requests, questions, and signals to the SVP and relevant internal teams quickly.

Deal Execution and Pipeline Management

• Own the CRM for all lab relationships -- every contact, conversation, and opportunity is captured and current.
• Drive deals to close when labs are ready -- working with their procurement and legal teams to keep contracts moving and nothing stalled.
• Maintain full visibility into contract status and flag any delays or gaps before they become problems.

Milestone and Delivery Coordination

• Keep the accounting team informed of milestone status and flag when deliverables are complete and ready for invoicing.
• Provide light project management across active engagements -- tracking progress, flagging timing risks, and keeping internal and customer expectations aligned.
• Be a consistent, reliable point of contact for lab partners on operational and logistical questions.

Who You Are

• 3+ years in a partnerships, account management, customer success, or sales operations role -- ideally in a technical or research-adjacent environment.
• Demonstrated ability to manage multiple active relationships and projects simultaneously without dropping balls.
• Experience working with enterprise procurement and legal teams to move contracts forward.
• Exceptional attention to detail -- in CRM hygiene, in contract review, in follow-up.
• Comfortable in Slack-heavy, async-first work cultures -- this is how our customers communicate and how we operate internally.
• Strong written communication. You will be representing Gray Swan in writing constantly.

Bonus Points

• Prior experience directly supporting a senior technical leader or executive in a customer-facing capacity -- this role is structured that way by design.
• Prior experience at a startup or high-growth company where process is being built in real time alongside the work.
• Exposure to professional services or milestone-based engagements, as opposed to pure SaaS renewals.
• Working familiarity with AI/ML concepts at a high level -- you don't need to be an engineer, but you should be able to follow a technical scoping conversation and know what questions to ask.

If you don't meet 100% of these, you should still seriously consider applying. We care more about what you can do than your credentials. You'll Thrive Here If You Are

• Proactive -- you surface problems early and come with solutions, not just status updates.
• A relationship builder. Labs are sensitive, high-trust customers. You earn that trust through consistency and follow-through.
• Discreet. You will be privy to sensitive commercial and research information.
• Energized by ambiguity. The role will evolve as our business grows, and that is a feature, not a bug.
• Low ego, high ownership -- willing to go from strategy to execution.
• A strong cross-functional communicator who can work across technical, legal, finance, and customer teams.

Compensation & Benefits We offer a competitive compensation package designed to reward impact and incentivize growth. Our compensation philosophy is informed by our current valuation and recent industry data.

• Salary: $86,000-$153,000 (On target earnings: $130,000-230,000)
• Equity: Competitive equity package

Benefits:

• 401k with up to 4% matching
• 28 days annual leave (vacation + holidays)
• Health, dental, and vision coverage
• Catered lunches (Pittsburgh office)
• Flexible work arrangements
• Visa sponsorship available for exceptional candidates

Interview Process

• Application review. We read everything; we'll respond within a few days.
• Intro call (30 min). We learn about you; you learn about us.
• Experience interview (60 min). Conversational exploration of background and skills fit.
• Culture and team interview (45 min). Meet key stakeholders you'll work with closely.
• Reference checks. We'll reach out to 2-3 references that you provide.
• Offer. If it's mutual, we move fast.

Compensation Range: $86.4K - $153K