Partner Development Manager

Scale AI
Washington
Workplace: OnsiteFull timeUSD 163,200 - 204,000 annuallyFunction: Product ManagementExperience: 8+ yearsSkills: ["Autonomy","Judgment","Operating discipline","Strategic thinking","Strategic and analytical problem-solving","Stakeholder relationship management","Pipeline generation","Data-driven reporting"]

Own a strategic portfolio of public-sector partners across Defense, the Intelligence Community, and Federal Civilian, serving as the named PDAM from readiness through pipeline-generating partnership wins. Build joint GTM and account plans, collaborate with sales, delivery, and marketing on co-selling and joint campaigns, and run joint pursuits to support capture. Maintain deal registration/compliance rigor in partnership attribution and reporting, represent Scale at major events, and source partner-attached pipeline.

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FursaFursa
Scale AI
Scale AI
1 day ago

Partner Development Manager

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Source: Company careers pageValidated by: Fursa AI
Last checked: 7 hours agoStatus: Live

Job Summary

Own a strategic portfolio of public-sector partners across Defense, the Intelligence Community, and Federal Civilian, serving as the named PDAM from readiness through pipeline-generating partnership wins. Build joint GTM and account plans, collaborate with sales, delivery, and marketing on co-selling and joint campaigns, and run joint pursuits to support capture. Maintain deal registration/compliance rigor in partnership attribution and reporting, represent Scale at major events, and source partner-attached pipeline.
Location: Washington
Workplace: Onsite
Employment Type: Full time
Job Function: Product Management

Key Responsibilities

  • •Serve as the named PDAM for a cohort of managed strategic partners, carrying each partner from readiness confirmation through active, pipeline-generating partnership.
  • •Build and run joint GTM and account plans with partners; co-sell and execute joint campaigns with sales, delivery, and marketing to generate qualified pipeline.
  • •Cultivate deep relationships with executive leadership across partner organizations and the wider public-sector ecosystem.
  • •Source, attach, and manage opportunities in the CRM, move opportunities from qualified to booked, and report partnership/pipeline health monthly and quarterly.
  • •Pull partners into capture early teaming and help co-author win themes and strategy while operating the channel with deal registration, partner attribution, and performance tracking.

Pay and Benefits

Salary: USD 163,200 - 204,000 annually
Equity and Bonus:Equity
Perks:Health InsuranceDentalVisionRetirement BenefitsLearning BudgetPaid LeaveCommuter Benefits

Key Requirements

  • •8+ years of professional experience in Public Sector partnerships, alliances, channel sales, business development, or capture, with a track record of partner-sourced and partner-attached pipeline.
  • •Proven ability to take a portfolio and targets and own outcomes with minimal direction.
  • •Deep understanding of the government contracting landscape, including FAR/DFARS and federal contract vehicles (GWAC/IDIQ/BPA/OTA), and the roles of SIs and primes in federal procurement.
  • •Direct partner experience operating in public-sector or commercial market contexts for federal customers.
  • •Ability to hold or obtain a U.S. security clearance; U.S. citizenship as required for cleared federal work.
Experience:8+ yearsPublic sector
Skills:AutonomyJudgmentOperating disciplineStrategic thinkingStrategic and analytical problem-solvingStakeholder relationship managementPipeline generationData-driven reporting
Languages:English
Tech Stack:FAR/DFARSGWACIDIQBPAOTACRM

Eligibility

Nationality:US National
Security Clearance:U.S. security clearance

Company Brief

Scale AI
Provides data labeling, annotation, and infrastructure services to accelerate machine learning and AI development. Supplies high-quality training data, tooling, and APIs for customers in autonomous vehicles, mapping, robotics, and enterprise AI applications.
Industry: AI & Machine Learning
Company Size: Enterprise (1,001+ employees)
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2016
WebsiteLinkedIn