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Baseten powers mission-critical inference for leading AI companies including Cursor, Notion, OpenEvidence, Abridge, Clay, Gamma, and Writer. The company recently raised $1.5B in Series F funding and is building the platform engineers use to ship AI products.
As Partner Enablement Lead, you will design and execute repeatable go-to-market motions across Baseten's strategic partnerships with hyperscalers (OpenAI, NVIDIA), model labs, semiconductors, consulting/systems integrators, and data platforms. This is a hands-on, strategic role focused on enabling partner field teams and internal sellers to collaborate effectively.
Key responsibilities include:
**Design Joint Go-to-Market Motions**: Build a deep understanding of each partner's field structure, seller incentives, and pain points. Define joint value propositions, customer triggers, and target segments. Create co-sell plays with clear entry points and owners for both sides. Run account mapping to ensure plays land on specific accounts.
**Activate Partner Field Teams**: Build relationships with partner field leaders and ISV teams. Plan and execute regional activations including field briefings, account planning sessions, joint office hours, and events. Teach both sides how marketplace and co-sell mechanics work to simplify deal execution.
**Enable Baseten's Internal Sellers**: Ensure Baseten's AEs, SAs, and FDEs understand how to work partner-sourced and co-sell deals, including engagement models, attribution, and which plays to run. Build playbooks, demos, and certifications. Integrate partner content into onboarding and GTM Academy.
**Measure and Optimize**: Define activation metrics including trained partner sellers, joint account plans, co-sell opportunities registered, and partner-influenced pipeline. Work with RevOps on deal registration, marketplace private offers, and MDF requests. Report monthly to GTM leadership on performance and investment recommendations.
You will report to the Head of GTM Enablement & Productivity and collaborate closely with Partnerships, Sales, Field Development Engineering, Marketing, and RevOps teams.
**Requirements**:
- 5+ years in partner or alliance GTM, partner enablement, or field GTM at a cloud, data, AI, or infrastructure company
- Hands-on experience activating co-sell with at least one hyperscaler or major platform partner (Microsoft, AWS, Google Cloud, NVIDIA, or similar)
- Ability to explain joint motions end-to-end, from partner incentives to customer meetings
- Technical depth sufficient to be credible with SAs and engineers; comfortable learning inference, model serving, and GPU economics
- Hands-on builder mentality: you develop plays, decks, training, and measurement plans—not just frameworks
- Ability to work effectively across teams you don't control, both internally and within larger partner organizations
**Nice to Have**:
- Experience with Microsoft co-sell programs, Azure Marketplace, or NVIDIA partner/ISV programs
- Background at an AI infrastructure, model provider, or developer platform company
- Track record building a partner function or enablement program from scratch at a growth-stage company
- Background as a partner-facing SA/SE who transitioned into enablement or GTM strategy
