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Salary: USD 134,400 - 168,000 / annual
Scale AI is seeking a seasoned leader to own strategic partnerships between Scale Enterprise and frontier AI labs and foundation model providers. This is a revenue-focused role that will build joint go-to-market motions, structure technology and commercial partnerships, and position Scale as the preferred partner for deploying lab models at enterprise scale.
You will define and execute the partnership strategy for Scale Enterprise, building trusted relationships with go-to-market, partnerships, applied AI, and executive leaders at partner labs. Key responsibilities include structuring and negotiating complex partnerships covering joint go-to-market, co-selling, referrals, model access, commercial terms, and technical integrations. You will create joint offerings that combine partner models with Scale's applications, evaluation, and data capabilities to accelerate enterprise deployments.
You will establish co-sell motions and rules of engagement with lab enterprise sales teams, including joint account mapping and deal registration. You are accountable for generating significant top-of-funnel pipeline through lab partnerships and contributing to Enterprise revenue targets. Working closely with Product, Engineering, and Research, you will ensure new model capabilities and partner integrations reach Scale's Enterprise customers quickly.
You will track the model landscape and advise leadership on partnership, integration, and differentiation strategy. You will coordinate with Scale's broader lab relationships to present a consistent, unified partnership strategy. Post-signature, you own execution including integration delivery, joint marketing and launches, and regular business reviews.
Success is measured on (1) partner-sourced and influenced revenue, (2) product and roadmap advantages gained through partnerships, and (3) the strength and breadth of Scale's model partner ecosystem.
This is a highly cross-functional role requiring close collaboration with Enterprise sales, product, engineering, research, finance, legal, and marketing. You will need to influence without direct authority in a matrixed organization.
REQUIREMENTS:
- 12+ years in revenue-carrying business development, strategic partnerships, or alliances at a technology company, with recent experience in AI, ML, or cloud platform ecosystems
- Existing relationships with partnerships, go-to-market, or leadership teams at frontier AI labs or major foundation model providers
- Strong technical fluency in LLMs, model deployment, evaluation, and enterprise AI architecture; ability to engage effectively with research and engineering teams
- Track record of structuring complex technology and commercial partnerships, including co-sell and platform agreements
- Experience managing partners that may also be competitors in some areas
- Comfort working in a highly matrixed organization and influencing without direct authority
- Entrepreneurial drive, comfort with rapid change, and an analytical, data-driven approach to strategy
- Bachelor's degree required
