Head of Strategic Partnerships, Labs

Scale AI|13 Oct 2026

fulltimeonsite

Before you apply

Listed location: San Francisco, CA

Work arrangement: onsite. A remote label does not confirm worldwide eligibility or visa sponsorship.

Read the employer’s description for qualifications, compensation and work eligibility. Confirm the position is still open on the application page.

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Job Description

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

This is a revenue-minded role. You will build joint go-to-market motions with model providers, structure technology and commercial partnerships, and make sure Scale is the preferred partner for taking lab models into production at enterprise scale. You need to be strategic, technically fluent, and able to execute in a fast-moving, competitive market.

This role is highly cross-functional. You will work closely with Enterprise sales, product, engineering, research, finance, legal, and marketing. You will also coordinate with Scale's broader relationships with these labs.

You will

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

Ideally you’d have

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

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 and may be inclusive of several career levels at Scale; it will be determined during the interview process based on work location and additional factors, including job-related skills, experience, qualifications, 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:

$134,400—$168,000 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, Ernst & Young, 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.

Skills mentioned

Frequently asked questions

Is the Head of Strategic Partnerships, Labs position at Scale AI remote?

The Head of Strategic Partnerships, Labs role at Scale AI does not have a confirmed remote arrangement in our data. Check the employer description for its work location.