Head of Frontier AI Partnerships & Enterprise Growth

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

Benefits offered by this job

Health, dental and vision coverage

Retirement benefits

Learning & development stipend

Generous PTO

Commuter stipend

Job summary

Scale AI is seeking a seasoned leader to own Enterprise partnerships with frontier AI labs and foundation model providers. You will build go-to-market and technical partnerships to turn lab relationships into a competitive advantage, guiding cross-functional teams across product, engineering and sales to accelerate enterprise deployments.

The role requires deep AI/ML domain fluency, a proven track record in complex partnerships, and the ability to operate in a fast-moving market.

Qualifications

• 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, with the ability to hold your own with research and engineering teams
• A 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

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

Partnerships leadership

Go-to-market strategy

Executive relationship management

AI/ML ecosystem fluency

Technical collaboration with product/R

Negotiation / deal structuring

Matrixed organization influence

Strategic thinking

Industry network with labs/providers

Education

Bachelor's degree

Job description

Scale AI is seeking a seasoned leader to own Enterprise partnerships with frontier AI labs and foundation model providers. You will build go-to-market and technical partnerships to turn lab relationships into a competitive advantage, guiding cross-functional teams across product, engineering and sales to accelerate enterprise deployments.

The role requires deep AI/ML domain fluency, a proven track record in complex partnerships, and the ability to operate in a fast-moving market.