Partnerships Lead (Supply) Remote (Anywhere) · San Francisco →

Mecka; San Francisco (CA); Remote; USD 120,000 - 220,000; Full time

Job summary

Mecka is seeking a Sales and Partnerships Lead to own capture supply in the San Francisco region. You will define market priorities, sign and manage partnerships, and structure deals with executives, while coordinating with legal and hardware teams.

You will build a regional plan, set capacity targets, and track performance with leadership. This early-stage role rewards initiative, strategic thinking, and strong relationship skills in a fast-moving environment.

Qualifications

• 5–8+ years in business development, partnerships, GTM, or supply-side sales.
• Deal work: structured and closed commercial agreements with enterprises and operators, including rates and volume commitments.
• Regional network: able to name operators and BPOs in the region; travel regularly.
• Commercial judgment: think in unit economics and margins.
• AI fluency: use AI tools to research partners, draft outreach, and negotiate.
• Partner management: grow partnerships post-signing while meeting targets and quality standards.
• Agency: initiative and comfort with ambiguity; set priorities and build processes where none exist.

Responsibilities

• Market strategy: Pick countries, industries, and operator types to target, prioritizing quality and velocity.
• Partner pipeline: Build and manage a pipeline of capture partners across the region.
• Deal making: Lead end-to-end negotiations and close agreements within approved terms.
• Regional plan: Own the supply plan for the region, including capacity and cost per hour.
• Partner growth: Manage relationships after signing and drive ramp targets and reviews.
• Reporting: Provide weekly updates on pipeline, capacity, and market insights.

Skills

Business development

Partnerships

GTM

Supply-side sales

Deal structuring

Regional network

Commercial judgment

AI fluency

Partner management

Initiative

Job description

About Mecka AI

Mecka AI is building the data infrastructure layer for robotics and embodied AI.
We design and operate global systems for data capture, data labeling, and hardware-enabled workflows used by leading AI labs and robotics companies to train and validate humanoid and embodied AI systems.
We work closely with frontier robotics teams to bridge real-world data, simulation, learning-based systems, and deployed hardware.

About the Role

We build egocentric video datasets for AI and robotics. Much of that capture comes through partners: businesses and organizations that capture with our hardware and app across their own sites and teams. One partner running well can put hundreds of cameras into real working environments.

As Sales and Partnerships Lead, you own capture supply across your region. You decide which markets and industries to go after, find and sign partners who can deliver volume, structure the deals, and stay accountable for each partner until their output is steady. Your region is close to a standing start: no pipeline to inherit and no playbook yet, so you will build both, working with our partnerships, legal, and hardware teams.

What You Will Do

• Market strategy: Pick the countries, industries, and types of operators to go after, such as BPOs, staffing agencies, or direct to enterprise. Prioritize on quality, throughput, and velocity.

• Partner pipeline: Build and manage a pipeline of capture partners across the region. Source through your own network and outbound, and prioritize based on potential.

• Deal making: Lead negotiations end to end and close agreements within approved terms, working with legal on anything outside them. Set rates, volume commitments, and exclusivity so the economics still work as a partner grows.

• Regional plan: Own the supply plan for the region: how much capacity you will sign, by when, and at what cost per hour. Review progress with leadership regularly.

• Partner growth: Own each relationship after signing. Hold partners to their ramp targets from first capture to steady volume, run regular business reviews, and step in when output or quality drops. Grow volume with the partners who perform, and coach them on strategy, go-to-market, and execution.

• Reporting: Report weekly on pipeline, signed capacity, and output. Pass on what you see in the market: pricing, competitors, labor supply, and anything that should change the plan.

What You Bring

• Experience: 5 to 8+ years in business development, partnerships, GTM, or supply-side sales, ideally at a high-growth marketplace company.. You have built supply in a region from scratch and hit a supply, revenue, or capacity target doing it.

• Deal work: You have structured and closed commercial agreements with enterprises and operators, including rates, volume commitments, and terms that still hold as a partner scales.

• Regional network: You can name operators and BPOs in the region that could be approached immediately, you understand local contracting and labor practices, and you will travel regularly across the region.

• Commercial judgment: You think in unit economics and understand how QA outcomes affect partner payments and our margins.

• AI fluency: You use AI tools in your day-to-day work to research and qualify partners, draft outreach and proposals, run GTM campaigns, and prepare for negotiations.

• Partner management: You grow partners after signing, building long-term relationships while holding them to the targets and quality standards in their agreement.

• Agency: A high degree of initiative and comfort with ambiguity. This is an early and unstructured role, so you will set your own priorities and build processes where none yet exist.

Even better if you have

• Industry: Background in data collection, AI training data, or BPO services.

• Field deployment: Experience deploying hardware or field teams.

• Multi-country: Experience running partnerships in several countries at once, under different legal and labor rules.

• Languages: Working fluency in one or more of your region’s main business languages, alongside professional English.

We strive to create an inclusive work environment for all; we welcome applicants from all backgrounds and are committed to providing equal opportunities. Should you require any accommodations during the recruitment process, we will partner with you to meet your needs.

We may use AI-assisted tools to help evaluate applications against the requirements of this role. These tools support our recruiting team in identifying qualified candidates but do not replace human judgment or limit which applications may be reviewed or considered.