Enterprise AI Partnerships Leader

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

Benefits offered by this job

Equity

Comprehensive benefits

Learning & development stipend

Generous PTO

Commuter stipend

Job summary

Scale AI seeks a seasoned leader to own Scale Enterprise's partnerships with frontier AI labs and foundation model providers. This revenue-minded role will build and turn lab relationships into a go-to-market and technology advantage for the Enterprise business, structuring partnerships and co-selling efforts to accelerate deployments at scale.

You will collaborate across Enterprise sales, product, engineering, research, finance, legal, and marketing to create joint offerings and ensure Scale

Qualifications

• 12+ years in revenue-carrying business development, strategic partnerships, or alliances at a tech company.
• 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.
• Bachelor's degree required.
• Experience structuring complex technology and commercial partnerships, including co-sell and platform agreements.

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

Business development

Strategic partnerships

Go-to-market

Partnerships leadership

Education

Bachelor's degree

Job description

Scale AI seeks a seasoned leader to own Scale Enterprise's partnerships with frontier AI labs and foundation model providers. This revenue-minded role will build and turn lab relationships into a go-to-market and technology advantage for the Enterprise business, structuring partnerships and co-selling efforts to accelerate deployments at scale.

You will collaborate across Enterprise sales, product, engineering, research, finance, legal, and marketing to create joint offerings and ensure Scale