Head of Partnerships

Sovrano AI; Barcelona; Presencial; EUR 90.000 - 150.000; Jornada completa

Descripción de la vacante

Sovrano AI in Barcelona seeks a senior business development leader to map the European AI market, identify labs, robotics and enterprise buyers, and open conversations with decision-makers. You will own the pipeline from outreach to contracts, building relationships that endure through procurement, security reviews, and model risk discussions.

This role reports directly to the CEO and sits at the center of growth, requiring deep AI fluency, a track record of creating new markets, and the ability

Formación

• Seven or more years in commercial roles, with at least three where the pipeline was yours to find rather than yours to work, in a technical or bespoke-services sale.
• Evidence of building a market, segment or product line that did not exist as a repeatable thing before you and did afterwards.
• Complex, multi-stakeholder partnerships that had to come through procurement, security review and data protection.
• Real fluency in AI: training, fine-tuning, RLHF, evaluation, data quality.
• A career in tech and fluency in the language of Sovrano's clients.

Responsabilidades

• The market map. Who across labs, robotics and enterprise AI should be buying, and why each one now rather than next year.
• Outreach, by every route that works. Direct, referred, at the conferences this market attends, and through the Sovrano network.
• Turning Sovrano's benchmark into meetings, and telling Research what the market wants measured next.
• Qualification. What an organisation needs, by when, at what scale, and how Sovrano delivers it.
• The partnerships. Relationships already in flight, taken on and grown, and existing accounts expanded year on year.
• The pipeline, and the ninety day demand forecast the workforce plan is built on.
• The commercial stack. CRM, enrichment, outbound, instrumentation, chosen and run by you.

Conocimientos

Market mapping

Enterprise sales

Multi-stakeholder partnerships

Direct outreach

Strategic selling

Herramientas

CRM

Descripción del empleo

Sovrano sells expert capacity into one of the most consequential markets in technology. Demand for verified expert judgment is growing considerably faster than the number of organisations able to supply it at quality, and Sovrano is one of very few in Europe that can. This role owns making sure the companies who need that capacity know where to find it.

Much of the work is the search itself. Which labs are training what, and who inside them owns evaluation and data. Which robotics companies have reached the point of needing expert demonstration data. Which European enterprises have deployed AI they now have to prove works, and who inside them carries that obligation. You map that market, you reach the right people, and you open the conversation. The pipeline across all three segments is yours to build, and to build deliberately.

The rest of the job is the partnership itself. These are considered, technical conversations with people who decide on substance. They are won by knowing the subject properly, being useful early, and being precise about what Sovrano delivers. Some of them mature over months. You hold them, you keep them moving, and you know exactly which ones are close.

You take each opportunity to the point where the commercial conversation is a short one, and you stay close to the account long after it starts, because a first programme with Sovrano is usually the smallest one a client ever runs.

This is a senior, hands on role at the centre of how Sovrano grows, working directly with the CEO and with the teams who deliver the work. It suits someone who would rather be the first person through a door than the tenth.

Key Responsibilities

• The market map. Who across labs, robotics and enterprise AI should be buying, and why each one now rather than next year.
• Outreach, by every route that works. Direct, referred, at the conferences this market attends, and through the Sovrano network.
• EuroExec as the way in. Turning Sovrano's benchmark into meetings, and telling Research what the market wants measured next.
• Qualification. What an organisation needs, by when, at what scale, and how Sovrano delivers it.
• The partnerships. Relationships already in flight, taken on and grown, and existing accounts expanded year on year.
• The pipeline, and the ninety day demand forecast the workforce plan is built on.
• The commercial stack. CRM, enrichment, outbound, instrumentation, chosen and run by you.

Ideal Qualifications

• Seven or more years in commercial roles, with at least three where the pipeline was yours to find rather than yours to work, in a technical or bespoke-services sale.
• Evidence of building. A market, segment or product line that did not exist as a repeatable thing before you and did afterwards. Numbers, not adjectives.
• Complex, multi-stakeholder partnerships that had to come through procurement, security review and data protection.
• Real fluency in AI: training, fine-tuning, RLHF, evaluation, data quality. It has to be demonstrable in the first conversation.
• A career in tech. Someone who already speaks the language of the people Sovrano sells to.
• Currency in the industry. Genuinely on top of what is happening in AI right now. Come ready to talk about what changed this quarter and why it matters.
• AI native. You already work with AI tools daily and would build what you need without waiting for anyone to show you. It is how everyone here works.
• Professional English, used daily with clients. A second European language is a real advantage.

What Success Looks Like

• BY MONTH 3: Signed work, not just open conversations. Two to three new clients closed inside the first quarter, most of them found by you, a lab pipeline running at a pace where something is always close, and the first one or two people hired into the team.
• BY MONTH 6: A run rate rather than a run of luck. Three to five new clients a quarter across labs and robotics, two to three enterprise partnerships moving through procurement and model risk review, a team of three to four working to you, and a forecast accurate enough to plan capacity against.
• BY MONTH 12: New business is a system. A quarterly run rate you can predict rather than hope for, the first enterprise partnerships live and expanding, every account Sovrano already held materially bigger than it was, and a motion written down clearly enough that the first people hired under you are running it.

Nice to Have

• Direct experience in expert data, annotation, model evaluation or AI services.
• Selling to frontier labs, or working inside one.
• Selling into regulated European enterprises, and fluency in the EU AI Act conversation.
• Robotics, and what expert demonstration data is worth to the organisations buying it.
• Category creation, or winning against an established incumbent on the strength of a better argument.
• A network in this market that you can name.