Strategic AI Partnerships Lead – Frontier Labs

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

Benefits offered by this job

Health insurance

Dental & vision coverage

Retirement benefits

Learning 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 in San Francisco. You will build go-to-market motions, structure partnerships, and ensure Scale is the preferred partner for deploying lab models at enterprise scale.

This revenue-minded role is highly cross-functional, collaborating with Enterprise sales, product, engineering, research, finance, legal, and marketing. Compensation includes base salary, equity, and benefits.

Qualifications

• 12+ years in revenue-carrying business development, strategic partnerships, or alliances at a technology company, with recent AI/ML or cloud platform experience.
• 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 ability to collaborate with research and engineering teams.
• Track record of structuring complex technology and commercial partnerships, including co-sell and platform agreements.
• Experience managing partners who may also be competitors in some areas.
• Comfort working in a matrixed organization and influencing without direct authority.
• 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 partner-sourced and influenced revenue, product/roadmap advantages, and strength of Scale's model partner ecosystem.

Skills

Strategic partnerships

Business development

Cross-functional leadership

Technical fluency in AI/LLMs

Negotiation

Entrepreneurial drive

Education

Bachelor's degree

Tools

LLM platforms

Job description

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

This revenue-minded role is highly cross-functional, collaborating with Enterprise sales, product, engineering, research, finance, legal, and marketing. Compensation includes base salary, equity, and benefits.