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Head of Strategic Partnerships, Labs

Scale AI· Enterprise Sales
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Hybrid (San Francisco, CA)$134.4k - $168kfull-timePosted 1w ago

About the role

Senior leader responsible forScale Enterprise's partnerships with frontier AI labs and foundation model providers, turning lab relationships into go-to-market and technology advantages for Enterprise customers.

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 (1) partner-sourced and influenced revenue, (2) product and roadmap advantages gained through partnerships, and (3) the strength and breadth of Scale's model partner ecosystem

Qualifications

  • 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
  • Bachelor's degree required

Skills

Required:Strategic partnerships managementTechnical fluency in AI/MLNegotiation and deal structuring

Benefits

  • comprehensive health, dental and vision coverage
  • retirement benefits
  • a learning and development stipend
  • generous PTO
  • potential commuter stipend
Last updated Oct 14, 2026. Interested? Apply on the company site.
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About Scale AI

Data-centric infrastructure to accelerate the development of AI

Scale accelerates the development of AI within organizations of any size to deliver critical business insights and operational efficiency. Its data-centric infrastructure platform leverages RLHF (Reinforced Learning with Human Feedback) to help organizations build the strongest AI models that supercharge their business, with customers across industries including Meta, Microsoft, U.S. Army, DoD’s Defense Innovation Unit, Open AI, General Motors, Toyota Research Institute, Brex, Instacart and Flexport.

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