Strategic Partner Development Manager, Public Sector

Scale AI, Inc.; Washington, Northern (District of Columbia, KY); Hybrid; USD 163,000 - 204,000; Full time

Benefits offered by this job

Health benefits

Equity/compensation

Learning and development stipend

Generous PTO

Commuter stipend

Job summary

Scale AI, Inc. is seeking a Partner Development & Alliance Manager to manage a portfolio of strategic partners across the Defense, Intelligence Community, and Federal Civilian sectors. You will own pipeline, co-sell campaigns, and executive relationships to drive joint wins in the public sector.

You will lead GTM execution, build partner accounts, and ensure rigorous program governance, with the autonomy to operate with minimal direction in a senior role.

Qualifications

• 8+ years of professional experience in Public Sector partnerships, alliances, channel sales, business development, or capture.

Responsibilities

• Own a Strategic Partner Portfolio: act as named PDAM for a cohort of managed strategic partners and mature cold-start relationships.
• Drive Joint GTM Execution: build and run joint GTM and account plans with partners, collaborating with sales, delivery, and marketing on co-selling and campaigns.
• Build Strategic Alliances: cultivate deep relationships with executive leadership across each partner and ecosystem.
• Generate and Own Pipeline: source and attach pipeline, move opportunities from qualified to booked, and report partner health monthly/quarterly.
• Run Joint Pursuits: involve partners early in capture, help co-author win themes and strategy.
• Operate the Channel with Rigor: use deal registration, partner attribution, and performance tracking with compliance guards.
• Represent Scale: be the face of Scale Public Sector at events and executive briefings.

Skills

8+ years experience

Public Sector Partnerships

Autonomy

Public Sector Expertise

Direct Partner Experience

Pipeline-Focused Hunter

Strategic & Analytical

Technical Literacy

Security Clearance

Job description

Scale AI, Inc. is seeking a Partner Development & Alliance Manager to manage a portfolio of strategic partners across the Defense, Intelligence Community, and Federal Civilian sectors. You will own pipeline, co-sell campaigns, and executive relationships to drive joint wins in the public sector.

You will lead GTM execution, build partner accounts, and ensure rigorous program governance, with the autonomy to operate with minimal direction in a senior role.