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About the Role
Scale is seeking a leader to manage partnerships with frontier AI labs and foundation model providers, transforming these relationships into a go-to-market and technology advantage for the Enterprise business. This revenue-focused role involves building joint go-to-market strategies, structuring partnerships, and ensuring Scale is the preferred partner for deploying lab models at enterprise scale. The position requires strategic thinking, technical fluency, and execution capabilities in a dynamic market, with significant cross-functional collaboration across sales, product, engineering, research, finance, legal, and marketing.
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 and roadmap advantages gained through partnerships, and the strength and breadth of Scale's model partner ecosystem
Requirements
- 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
Skills
- AI
- ML
- Cloud platform ecosystems
- LLMs
- Model deployment
- Model evaluation
- Enterprise AI architecture
- Business development
- Strategic partnerships
- Alliances
- Go-to-market strategy
- Co-selling
- Referrals
- Commercial terms negotiation
- Technical integrations
- Product development
- Roadmap planning
- Ecosystem development
Location
- San Francisco
- New York
- Seattle
Work Type
- Full-time
Experience Level
- 12+ years
Education Level
- Bachelor's degree
Salary/Compensations
- $134,400—$168,000 USD
Benefits
- Base salary
- Equity
- Comprehensive health, dental and vision coverage
- Retirement benefits
- Learning and development stipend
- Generous PTO
- Commuter stipend
About the Company
- Our mission is to develop reliable AI systems for the world's most important decisions.
- The Enterprise AI business delivers performant, reliable, and production-grade AI applications to enterprises across all industries by providing Generative AI expertise and infrastructure.
- At Scale, our mission is to develop reliable AI systems for the world's most important decisions.
- Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact.
- We work closely with industry leaders like Meta, Ernst & Young, Mayo Clinic, Time Inc., the Government of Qatar, and U.S. government agencies including the Army and Air Force.
- We are expanding our team to accelerate the development of AI applications.
Equal Opportunity
- We believe that everyone should be able to bring their whole selves to work, which is why we are proud to be an inclusive and equal opportunity workplace.
- We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability status, gender identity or Veteran status.
- We are committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.
- We comply with the United States Department of Labor's Pay Transparency provision.