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Prior Labs has pioneered tabular foundation models—applying large language model breakthroughs to structured data, the largest and most consequential data format in the world. TabPFN v2 was a Nature cover story, has 3.5M+ downloads and 7,500+ GitHub stars, and runs in production from detecting lung disease with Oxford Cancer Analytics to preventing train failures with Hitachi. In July 2026, Prior Labs joined SAP as an independent frontier AI lab, backed by over €1 billion over four years.
You will lead the go-to-market partnership between Prior Labs and SAP, focusing on making SAP's sellers and solution teams effective at finding, qualifying, and winning TabPFN opportunities. This is a deep partnership role, not a generic alliances function. You will act as an individual contributor while building and managing a specialist team around this motion.
Key responsibilities:
- Build and run enablement for SAP account executives and solution advisors, covering qualification criteria, demos, pricing guardrails, and objection handling.
- Shape the joint commercial framework, co-sell approach, and deal registration to make TabPFN easy for SAP account teams to carry.
- Carry a focused set of lighthouse accounts with SAP account teams and help convert them in partnership with Prior Labs sellers.
- Turn commercial knowledge into industry use case maps, value cases, and scope templates for SAP.
- Co-develop packaged, industry-mapped use cases with SAP's industry teams.
- Work day-to-day with SAP counterparts and extend the motion to hyperscalers, marketplaces, and systems integrators.
- Own the joint business plan, pipeline plan, and monthly partner pipeline reporting.
- Build and manage a specialist team of partnerships managers working with SAP across enablement, specialized use cases, and account teams.
Prior Labs is a small, highly selective team of 40+ with backgrounds from Google, DeepMind, Meta, Apple, Amazon, Jane Street, and CERN, led by Frank Hutter, Noah Hollmann, and Sauraj Gambhir, and advised by Bernhard Schölkopf and Turing Award winner Yann LeCun. Teams are based in Berlin, Freiburg, and New York. The company values high-quality work, moving fast while doing things right, and building diverse teams.
REQUIREMENTS:
- Proven success selling to or through SAP; deep understanding of how SAP buys and its organizational structure.
- Built a partnerships or alliances motion from scratch as an individual contributor, sourcing, structuring, and closing partner-driven deals before a team or playbook existed.
- Enabled a large field organization and can demonstrate pipeline generated from enablement efforts.
- Understanding of how large vendor partner organizations work: co-sell incentives, joint business plans, marketplace mechanics, and partner sales force motivation.
- Experience building in high-growth companies with no inherited process; ability to create structure while navigating large organizations.
- Credibility with data science or ML buyers; deep understanding of the structured data ecosystem.
NICE TO HAVE:
- Marketplace and co-sell experience with a hyperscaler that produced real revenue.
- Depth in one or more core industries: financial services, insurance, retail, energy, manufacturing.
- Background selling or partnering into data and ML infrastructure.
- Experience operating through an acquisition by or deep integration with a large strategic acquirer.
