Head of Strategic Partnerships

Location: San Francisco, CA (Hybrid), New York City, NY (Hybrid)
Reports to: VP of Sales, Enterprise

About Scale AI

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.

The Role

Scale is looking for a seasoned world-class leader and operator to architect and expand our partnership ecosystem and transform how Scale goes to market globally. This leader will build high-impact relationships with world-class partners, including technology partners, hyperscalers, and professional services firms, to accelerate the development of AI applications with Scale.

We are looking for a revenue-minded leader to own and turn our partnership program into a massive force multiplier for our Enterprise business. The leader should be able to balance the high-level strategy with the operational rigor required to drive and expand revenue through partners. You will be responsible for sourcing, evaluating, negotiating and executing partnerships that span go-to-market, technology, and other strategic areas.

This is a highly cross-functional role, as you will collaborate across internal teams including product, engineering, finance, legal, marketing and operations.

You Will

Shape and deliver a comprehensive strategic vision and roadmap for our Enterprise partnerships program
Build deep relationships with C-level executives at current and potential partners, including technology platforms, global systems integrators, hyperscalers, professional services firms, and more
Structure and execute strategic and complex negotiations to completion, engaging cross-functional teams and ensuring alignment across teams on deal terms
Develop the internal infrastructure, including technical enablement, to ensure seamless collaboration between Scale and partner teams, including the right incentive structures to align internal priorities with partner goals and investments.
Generate significant top-of-funnel business through the partnership channel with revenue accountability towards Scale-wide and Enterprise-specific goals
Identify and co-develop value propositions and vertical-specific solutions with key partners to solve complex industry challenges
Work closely with Product and Engineering to ensure our partner requirements are reflected in product roadmaps
Drive post-contract accountability by managing implementation and ensuring cross-functional alignment and execution
Build a world-class organization and operating model, which includes hiring, mentoring, and leading a highly effective team that collaborates on and leads cross-functional initiatives
You will be measured by your ability to (1) drive revenue (2) influence product roadmap for new revenue streams and (3) evolve our partnership ecosystem

Ideally you'll have

Bachelor's Degree required
Proven track record of building relationships with and influencing stakeholders at the most senior levels of organization(s)
Demonstrated success of building a high-value go-to-market and tech partnership organization, with a deep understanding of channel sales and how to build ecosystem growth models
Strong sense of responsibility, entrepreneurial drive, and an ability to inspire
Proactive and comfortable with some ambiguity
Comfort in navigating in a highly matrixed organization, working cross functionally, leading strategic initiatives and exercising influence
Analytical mindset and track record of using data to inform strategy

Sales Commission: This role is eligible to earn commissions.

The base salary range for this full-time position in the location of San Francisco, New York, or Seattle is $168,000.00 - $210,000.00. Compensation packages at Scale include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Scale employees are also granted Stock Options that are awarded upon board of director approval. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position, determined by work location and additional factors, including job-related skills, experience, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You’ll also receive benefits including, but not limited to: Comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.

Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is:

$168,000—$210,000 USD

PLEASE NOTE: Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants.

About Us:

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, Cisco, DLA Piper, 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.

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. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at [email protected]. Please see the United States Department of Labor's Know Your Rights poster for additional information.

We comply with the United States Department of Labor's Pay Transparency provision.

PLEASE NOTE: We collect, retain and use personal data for our professional business purposes, including notifying you of job opportunities that may be of interest and sharing with our affiliates. We limit the personal data we collect to that which we believe is appropriate and necessary to manage applicants’ needs, provide our services, and comply with applicable laws. Any information we collect in connection with your application will be treated in accordance with our internal policies and programs designed to protect personal data. Please see our privacy policy for additional information.

Head of Strategic Partnerships