---
title: 'Partner Development Manager at Scale AI'
canonical: 'https://feeny.ai/job/partner-development-manager-scale-ai-washington-ce3q3639d0zn'
type: 'job'
last_seen: '2026-09-09'
---

# Partner Development Manager at Scale AI

- **Company:** Scale AI
- **Location:** Washington, DC
- **Compensation:** $163k–$204k
- **Posted:** 2026-08-18
- **Last confirmed live:** 2026-09-09
- **Apply:** https://job-boards.greenhouse.io/scaleai/jobs/4725317005

## Job description

Scale is at the forefront of the AI revolution, and our Public Sector business is expanding rapidly. As that business scales, our partner ecosystem scales. We are seeking a Partner Development & Alliance Manager (PDAM) to take ownership of a portfolio of our most strategic partners across the full breadth of the public sector - Defense, the Intelligence Community, and Federal Civilian - and turn those relationships into pipeline and joint wins.

Reporting to the Head of Partnerships and Proposals, you will own a cohort of managed strategic partners end to end - executing a planning and GTM motion with Scale’s partners.   Your mandate spans the entire public sector, not a single segment. This is a senior, self-directed role built for someone we can point at a portfolio and trust to run it: you bring the judgment, the relationships, and the operating discipline, and you own the mission.

You will:

- Own a Strategic Partner Portfolio: Serve as the named PDAM for a cohort of managed strategic partners. Carry each partner from readiness confirmation through active, pipeline-generating partnership; additionally you will prospect and mature cold-start relationships with organizations ranging in size from small business to large scale enterprises.
- Drive Joint GTM Execution: Build and run a joint GTM and account plan for each partner, and partner with sales, delivery, and marketing on co-selling motions and joint campaigns that generate high-quality, qualified pipeline.
- Build Strategic Alliances: Cultivate deep relationships with executive leadership across each partner and the wider ecosystem of partners and teammates
- Generate and Own Pipeline: Source and attach pipeline in our CRM, move opportunities from qualified to booked, and report the health of partnership and teaming health at monthly and quarterly reporting
- Run Joint Pursuits: Pull partners into capture early teaming, help co-author win themes and strategy
- Operate the Channel with Rigor: Use the program's infrastructure for deal registration, partner attribution, and performance tracking, and hold the compliance guardrails that govern federal partnering:
- Represent Scale: Act as the face of Scale Public Sector at major public sector events and executive briefings across the market

We're looking for:

- 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.
- Autonomy: A proven ability to take a portfolio and a set of targets and own the outcome with minimal direction.
- Public Sector Expertise: Deep understanding of the government contracting landscape — FAR/DFARS, contract vehicles (GWAC/IDIQ/BPA/OTA), and the role of SIs and primes in the federal procurement process.
- Direct Partner Experience: A record of managing public sector and/or private sector businesses operating in the public sector market or commercial market.
- Pipeline-Focused Hunter: A hunter mentality toward pipeline generation, with a demonstrated ability to source and influence revenue through third-party ecosystems.
- Strategic and Analytical: The ability to move between partner strategy and the granular data needed to track partner health, pipeline, and ROI.
- Technical Literacy: Familiarity with the AI/ML landscape and the ability to articulate Scale's value proposition to both technical and mission buyers and partner and end-customer senior executives
- Clearance: Ability to hold or obtain a U.S. security clearance; U.S. citizenship as required for cleared federal work.

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.

The base salary range for this full-time position in the location of Washington DC is: $163,200—$204,000 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 accommodations@scale.com. Please see the United States Department of Labor's [Know Your Rights poster](https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) 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](https://scale.com/legal/privacy) for additional information.

## About Scale AI

## Company Overview
- **One-liner**: Scale AI provides high-quality data, RLHF, model evaluations, and full-stack AI infrastructure to help enterprises and governments build, deploy, and oversee reliable AI systems.
- **Entity Type**: Private (49% non‑voting stake owned by Meta Platforms as of June 2025; total funding $1.6B across eight rounds)
- **Headquarters**: San Francisco, California, United States
- **Founded**: 2016
- **Founders**: Alexandr Wang, Lucy Guo (Wang left in June 2025; current CEO is Jason Droege)

## Core Business
- **Primary industry**: AI infrastructure, data annotation, large language model (LLM) evaluation, enterprise AI deployment
- **Target customers**: B2B – Enterprise and government organizations; also serves leading AI labs (e.g., OpenAI, Google DeepMind, Meta, Microsoft, General Motors)
- **Mission**: “Develop reliable AI systems for the world's most important decisions.”

## Products & Services
- **Data at Scale**: High-quality training data, annotations, and RLHF for advanced AI models (SaaS + human-in-the-loop service)
- **Evaluations**: Rigorous model evaluations, benchmarking, and red‑teaming to measure and improve AI performance (service)
- **Applied AI**: Full‑stack AI systems that help enterprises and governments build, deploy, and oversee reliable AI (SaaS + consulting)
- **Safety, Evaluation and Alignment Lab**: Research arm focused on LLM alignment and safety (internal R&D; also co‑created the “Humanity's Last Exam” benchmark)
- **Subsidiaries**: Remotasks (computer vision and autonomous vehicle data labeling), Outlier (LLM data annotation)

## Market Standing
- **Valuation**: $29B (as of 2025 – cited on scale.com)
- **Key Metric**: Total Funding – $1.6B (including the $14B Meta investment that acquired a 49% non‑voting stake in June 2025)
- **Notable Investors/Partners**: Meta Platforms (49% owner), with commercial customers including Google, Microsoft, Meta, General Motors, OpenAI, and Time. Also works with U.S. and Qatari governments.
- **Growth Signals**:
  - Headcount: Scale.com cites “1,000+” employees; LinkedIn reports 3,751 employees (+32.1% YoY).
  - 90% of the world’s leading generative AI model builders are powered by Scale.
  - 15 billion human decisions used to train AI models; $1 billion paid to contributors globally.
  - Active job postings: 284+ (as of July 2025), with strong hiring in enterprise engineering, AI agents, and solutions roles.

## Competitive Advantages
- **Data moat**: Scale’s proprietary Data Engine and access to millions of human‑annotated decisions create high‑quality training data that competitors cannot easily replicate.
- **Trust & adoption**: Used by 90% of leading GenAI builders; runs private benchmarks for the most ambitious AI companies.
- **Government credibility**: Direct contracts with the U.S. Department of Defense and international governments (e.g., Qatar) – a high‑barrier entry point.
- **Full‑stack offering**: From raw data annotation to LLM evaluation and end‑to‑end applied AI deployment, Scale covers the entire AI lifecycle.
- **Research leadership**: In‑house Safety, Evaluation and Alignment Lab; co‑creator of the “Humanity's Last Exam” benchmark.

## Strategic Focus
- **Enterprise GenAI agents**: Ramping up “AgentOps” and “Frontier Agents” engineering teams (many open roles in SF, NY, London, Budapest).
- **Healthcare & life sciences**: Hiring dedicated GTM leaders and AI strategists for healthcare vertical.
- **International expansion**: Growing offices in London, Budapest, Mexico City, and Washington DC.
- **Safety and alignment**: Continued investment in red‑teaming, model evaluations, and government‑focused AI safety contracts.

## Why Work Here
- **Mission‑driven**: “Develop reliable AI systems for the world’s most important decisions” – directly shaping frontier AI capabilities.
- **Compensation & benefits**: Comprehensive health, dental, vision, mental health services; generous PTO; annual learning & development stipend; parental leave; ERGs; guest‑friendly offices with happy hours, game nights, book clubs.
- **Engineering culture**: Credos such as “Write the Market,” “Find the 20%,” “Earn Customer Love,” and “Quality is Our Cheat Code” emphasize impact over effort, customer obsession, and structured thinking.
- **Growth trajectory**: Rapid headcount growth (+32%), major Meta investment, and expansion into new verticals signal a company in high‑growth mode.
- **Flexible work**: Offices in SF, NY, London, Budapest, Mexico City, DC; the careers page highlights “flexible environment,” though specific remote/hybrid policy is not explicitly stated.

## Sources
1. [scale.com](https://scale.com/about)
2. [scale.com](https://scale.com/)
3. [scale.com/careers](https://scale.com/careers)
4. [linkedin.com](https://www.linkedin.com/company/scaleai)
5. [greenhouse.io](https://job-boards.greenhouse.io/scaleai)

## Other roles at Scale AI

- [Software Engineer, Platform](https://feeny.ai/job/software-engineer-platform-scale-ai-london-bdhzfzjshrst) — London, United Kingdom
- [Technical Program Manager, Public Sector (Dayton, OH)](https://feeny.ai/job/technical-program-manager-public-sector-dayton-oh-scale-ai-dayton-6gs2hq3q0xrf) — Dayton, OH
- [Technical Program Manager, Public Sector (Boston, MA)](https://feeny.ai/job/technical-program-manager-public-sector-boston-ma-scale-ai-boston-wj77hekbnzxd) — Boston, MA
- [Software Engineering Intern (Summer 2027)](https://feeny.ai/job/software-engineering-intern-summer-2027-scale-ai-san-francisco-pswwewq7szx4) — San Francisco, CA
- [Software Engineer - New Grad](https://feeny.ai/job/software-engineer-new-grad-scale-ai-san-francisco-kgmjx9868drf) — San Francisco, CA
- [Senior Product Design Manager, Enterprise](https://feeny.ai/job/senior-product-design-manager-enterprise-scale-ai-london-wxp2bejrq3ga) — London, United Kingdom
- [GenAI Compliance Operations & Programs Associate](https://feeny.ai/job/genai-compliance-operations-programs-associate-scale-ai-mexico-city-9t4q31fapegt) — Mexico City, Mexico
- [Global Payroll Analyst](https://feeny.ai/job/global-payroll-analyst-scale-ai-mexico-city-adb8qzn03f1p) — Mexico City, Mexico
- [Senior Software Engineer, Platform](https://feeny.ai/job/senior-software-engineer-platform-scale-ai-san-francisco-bjnkt65cra3d) — San Francisco, CA / New York, NY
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