Head of Strategic Partnerships, Labs

The role

This leader will own Scale Enterprise's partnerships with frontier AI labs and foundation model providers. You will build joint go-to-market motions, structure technology and commercial partnerships, and drive revenue through lab relationships.

What you will do

• Define and deliver the strategy for Scale Enterprise's partnerships with frontier AI labs and foundation model providers
• Build trusted relationships with partner lab leaders
• 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
• Set up co-sell motions and rules of engagement with lab enterprise sales teams
• Generate top-of-funnel pipeline through lab partnerships
• Work with Product, Engineering, and Research on model capabilities and partner integrations
• Track the model landscape and advise leadership on partnerships and differentiation
• Coordinate with Scale's broader lab relationships
• Own post-signature execution including integration delivery, joint marketing, and business reviews

Required qualifications

• 12+ years in revenue-carrying business development, strategic partnerships, or alliances at a technology company
• Recent experience in AI, ML, or cloud platform ecosystems
• Strong technical fluency in LLMs, model deployment, evaluation, and enterprise AI architecture
• Track record of structuring complex technology and commercial partnerships
• Experience managing partners that may also be competitors
• Comfort working in a highly matrixed organization
• Entrepreneurial drive and analytical, data-driven approach to strategy
• Bachelor's degree

Nice to have

• Existing relationships with partnerships, go-to-market, or leadership teams at frontier AI labs or major foundation model providers

Benefits

• Base salary
• Equity
• Comprehensive health, dental and vision coverage
• Retirement benefits
• Learning and development stipend
• Generous PTO
• Commuter stipend

Before you apply

• 90-day waiting period before reconsidering candidates for the same role

About the company

Scale develops 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.