Enterprise AI Partnerships Leader

Scale; San Francisco (CA); On-site; USD 134,000 - 168,000; Full time

Benefits offered by this job

Equity

Benefits

PTO

Commuter stipend

Job summary

Scale is seeking a seasoned leader to own Enterprise partnerships with frontier AI labs and foundation model providers. You will build go-to-market motions, structure partnerships, and ensure Scale is the preferred partner for deploying lab models at enterprise scale.

You'll work cross-functionally with Enterprise sales, product, engineering, research, finance, legal, and marketing to drive revenue and strategic advantages through the partner ecosystem.

Qualifications

• 12+ years in revenue-carrying business development, strategic partnerships, or alliances at a technology company.
• Experience in AI, ML, or cloud platform ecosystems.
• Existing relationships with frontier AI labs or foundation model providers.
• Strong technical fluency in LLMs, deployment, evaluation, and enterprise AI architecture.
• Track record structuring complex technology and commercial partnerships, including co-sell and platform agreements.
• Bachelor's degree required.
• Entrepreneurial drive and data-driven strategy mindset.

Responsibilities

• Define and deliver the strategy for Scale Enterprise's partnerships with frontier AI labs and foundation model providers.
• Build trusted relationships with go-to-market, partnerships, applied AI, and executive leaders at partner labs.
• Structure and negotiate partnerships covering joint go-to-market, co-selling, referrals, model access and commercial terms, and technical integrations.
• Build joint offerings that pair partner models with Scale's applications, evaluation, and data capabilities to speed up enterprise deployments.
• Set up co-sell motions and rules of engagement with lab enterprise sales teams, including joint account mapping and deal registration.
• Generate significant top-of-funnel pipeline through lab partnerships, with clear accountability against Enterprise revenue targets.
• Work with Product, Engineering, and Research so new model capabilities and partner integrations get to Scale's Enterprise customers quickly.
• Track the model landscape and advise leadership on where to partner, where to integrate, and where to differentiate.
• Work with Scale's broader lab relationships so the company presents a consistent, coordinated partnership strategy.
• Own post-signature execution: integration delivery, joint marketing and launches, and regular business reviews.
• Be 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

Skills

Partnership strategy

Go-to-market

Executive relationship management

AI/ML domain fluency

Negotiation & deal structure

Leadership in matrixed orgs

Education

Bachelor's degree required

Job description

Scale is seeking a seasoned leader to own Enterprise partnerships with frontier AI labs and foundation model providers. You will build go-to-market motions, structure partnerships, and ensure Scale is the preferred partner for deploying lab models at enterprise scale.

You'll work cross-functionally with Enterprise sales, product, engineering, research, finance, legal, and marketing to drive revenue and strategic advantages through the partner ecosystem.