Role overview

Scale develops reliable AI systems for critical decisions across enterprise, public sector, and frontier AI applications. As Director of Partner Marketing, you will build and own the partner-sourced pipeline function from the ground up, transforming Scale’s relationships with cloud service providers, hyperscalers, and strategic partners into qualified sales opportunities. This newly created role reports to the VP of Marketing and carries a pipeline target, positioning you to shape how Scale goes to market with the world’s largest platforms.

Key responsibilities

Own partner-sourced pipeline targets and report weekly performance against them to leadership.
Build and execute co-sell motions with AWS, Google Cloud, and Microsoft field teams through account mapping, target-account planning, and joint pursuit strategies focused on priority verticals.
Leverage partner programs to generate demand, including marketplace listings, private offers, co-sell programs, partner funding initiatives, and joint account-based campaigns and events.
Develop relationships with partner marketing, alliance, and field sales leaders to ensure Scale becomes a solution their sellers actively bring to customers.
Partner with Partner GTM leadership and operations teams on lead handoff protocols, acceptance criteria, and follow-up processes to maximize conversion of partner-sourced opportunities.
Allocate partner marketing budget strategically based on measurable pipeline outcomes, funding programs that produce results and discontinuing underperforming initiatives.
Work with Product Marketing to develop packaged offerings combining Scale and partner solutions for vertical buyers, and brief executives including the CEO on partner channel performance and investment priorities.

Requirements

At least 10 years of experience in partner marketing, alliances, or channel roles within B2B enterprise technology, including time spent inside a hyperscaler partner organization or owning a hyperscaler relationship at an ISV.
Demonstrated track record of carrying lead and pipeline numbers from partner channels, with clear understanding of how that pipeline was sourced.
Working knowledge of hyperscaler co-sell, marketplace, and partner funding programs, plus existing relationships with people who lead these initiatives.
Sound judgment about which investments create pipeline and discipline to prioritize targeted account work over broad sponsorships based on evidence.
Strong executive presence and clear written communication skills capable of engaging partner VPs and Scale’s leadership team effectively.
Ability to build a marketing function with a lean team structure and take ownership of ambitious goals.

What makes this role worth considering

The partner channel represents one of Scale’s largest growth levers, and this newly created function will define how the company scales its go-to-market strategy with the world’s most significant technology platforms. You will have direct influence over executive strategy and the scope to expand your team and impact as the channel grows. This opportunity combines the challenge of building something new from scratch with the stability and resources of a company working with industry leaders like Meta, EY, Mayo Clinic, and multiple U.S. government agencies.