← All roles

Senior Dealmaker - AI

Mysten Labs· Partnerships
Apply on company site
Remote$161k - $237kFull-timePosted 4mo ago

About the role

Senior Dealmaker to shape and lead AI partnerships for Walrus, Mysten Labs’ decentralized storage network, across the ecosystem. Focus on foundation model companies, AI platforms, data platforms, and adjacent infrastructure providers. Senior individual contributor role with ownership from thesis to implementation.

Responsibilities

  • Shape our AI partnership strategy. Develop a clear perspective on where Walrus can become essential infrastructure for AI applications and agents. Identify the partners, use cases, and market developments that should guide our investment of time and resources.
  • Originate consequential partnerships. Build relationships with founders, executives, and technical decision-makers at foundation model companies, AI platforms, agent frameworks, data platforms, and adjacent infrastructure providers. Create opportunities before there is an established partnership motion.
  • Define the opportunity alongside the partner. Understand how partners build, what their customers need, and where our technology can solve a meaningful problem. Work with product and engineering leadership to shape joint offerings, integration proposals, and commercial models.
  • Structure and close complex deals. Lead negotiations involving technical integrations, joint product development, distribution, and commercial agreements. Navigate competing priorities and create structures that give both organizations a compelling reason to commit.
  • Deliver integrations and adoption. Own relationships beyond signing. Align teams on scope, resources, and milestones; resolve obstacles; and keep partnerships moving toward implementation, launch, and sustained usage.
  • Influence across the organization. Bring partner and market insights into product, engineering, marketing, and leadership discussions. Make clear recommendations, surface tradeoffs, and build alignment around opportunities that require investment across teams.
  • Establish a repeatable approach. Turn early wins into sharper partner selection criteria, stronger deal structures, and more effective execution. Raise the quality of partnership work through sound judgment, shared learning, and mentorship.

Qualifications

  • Substantial experience in strategic partnerships or business development, typically 10–15+ years, with demonstrated ownership of strategically significant relationships in AI, data infrastructure, or developer platforms.
  • Deep engagement in the AI ecosystem, including strong relationships with founders, executives, and product and technical leaders at relevant companies.
  • A proven record of independently originating, structuring, negotiating, and closing complex partnerships that produced meaningful integrations, joint offerings, distribution, or adoption.
  • The judgment to identify which opportunities deserve investment, articulate a compelling partnership thesis, and walk away when the strategic or commercial fit is weak.
  • Strong product instincts and technical fluency. You can engage engineers on architectures and agentic workflows, uncover a partner’s underlying needs, and connect technical capabilities to business value.
  • Credibility in the startup community and firsthand experience building with limited structure, resources, or established processes.
  • The ability to think at enterprise scale while executing with startup urgency.
  • A track record of influencing senior stakeholders and aligning product, engineering, legal, and commercial teams without relying on formal authority.
  • Creative commercial judgment, a bias for action, and accountability for outcomes through implementation and adoption.
  • Curiosity about decentralized infrastructure and the ability to become fluent quickly. Prior Web3 experience is welcome; substantial AI ecosystem experience is essential.
  • High ethical standards, direct communication, and comfort adapting as the product and market evolve.
  • Ability to travel approximately 20% of the time, including internationally.

Skills

Required:Strategic partnershipsRelationship building with executivesTechnical fluency with AI/ML architectures

Benefits

  • Comprehensive health insurance including medical, dental, and vision covered for you and your dependents; HSAs and FSAs.
  • 18 weeks of paid Parental Leave
  • Complimentary access to wellbeing programs, including family planning support, gender affirming care, hormone replacement therapy, mental health support, and EAP.
  • Short Term and Long Term Disability coverage, Life Insurance and Accident Insurance, and other coverage options.
  • Traveler Insurance
  • 401(k)
  • Complimentary privacy protection service
  • Wellness stipend
  • Flexible paid time off and 11 paid holidays per year
  • Team offsites and annual all-company retreat
Last updated Oct 22, 2026. Interested? Apply on the company site.

About Mysten Labs

Shaping the Future of the Internet

Mysten Labs is developing crucial infrastructure to power a more decentralized internet, transforming how people connect and share information online.

infrastructureblockchainweb3decentralized internet
Company profileWebsite

More open roles at Mysten Labs