# Head of Strategic Partnerships, Labs

**Company**: Scale AI
**Location**: San Francisco, CA
**Experience**: senior
**Job type**: full-time
**Salary**: $134,400-$168,000 USD
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q112629176

**Apply**: https://job-boards.greenhouse.io/scaleai/jobs/4743370005?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_0e435300-bf1

## Description

Scale AI is seeking a seasoned leader to own Scale Enterprise's partnerships with frontier AI labs and foundation model providers. This leader will build and leverage lab relationships into a go-to-market and technology advantage for the Enterprise business.

The role involves building joint go-to-market strategies with model providers, structuring technology and commercial partnerships, and ensuring Scale is the preferred partner for taking lab models into production at enterprise scale. This is a highly cross-functional role requiring strategic thinking, technical fluency, and execution capabilities in a fast-moving, competitive market.

Key responsibilities include:

- Defining and delivering the strategy for Scale Enterprise's partnerships with frontier AI labs and foundation model providers

- Building trusted relationships with key leaders at partner labs

- Structuring and negotiating partnerships covering joint go-to-market efforts, co-selling, referrals, model access, commercial terms, and technical integrations

- Creating joint offerings that combine partner models with Scale's applications, evaluation, and data capabilities

- Setting up co-sell motions and rules of engagement with lab enterprise sales teams

- Generating significant top-of-funnel pipeline through lab partnerships

- Collaborating with various teams to quickly deliver new model capabilities and partner integrations to Scale's Enterprise customers

- Tracking the model landscape and advising leadership on partnerships and differentiation

- Managing post-signature execution, including integration delivery, joint marketing, and regular business reviews

- Being measured on partner-sourced revenue, product advantages gained through partnerships, and the strength of Scale's model partner ecosystem

The ideal candidate has 12+ years of experience in revenue-carrying business development, strategic partnerships, or alliances at a technology company, preferably in AI, ML, or cloud platform ecosystems. They should have existing relationships with frontier AI labs or major foundation model providers, strong technical fluency in LLMs and enterprise AI architecture, and a track record of structuring complex partnerships.

Compensation packages include base salary, equity, and benefits. The salary range for this position in San Francisco is $134,400-$168,000 USD. Benefits include comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO.

## Skills

### Required
- strategic partnerships
- business development
- AI
- ML
- cloud platforms
- LLMs
- enterprise AI architecture

### Nice to have
- frontier AI labs
- foundation model providers
- co-selling
- platform agreements

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/scaleai/jobs/4743370005?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)