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Partner Development Manager

Scale AIWashington, DCPublic Sector Business Development
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Salary
Not listed
Job type
Full-time
Posted
18 Aug 2026
Status
Open · checked 7d ago

About this role

Scale AI is hiring a Partner Development Manager to oversee strategic public sector alliances and drive joint revenue growth in Washington, DC. This senior position suits an experienced professional with a strong background in government contracting and channel sales who can independently manage a portfolio of partners.

Role Overview

Scale AI is expanding its public sector business and seeks a Partner Development and Alliance Manager to take ownership of strategic partners across Defense, the Intelligence Community, and Federal Civilian sectors. Reporting to the Head of Partnerships and Proposals, the person in this role will guide partners from readiness to active pipeline generation, cultivate executive relationships, and execute joint Go-To-Market strategies across the entire public sector.

Key Responsibilities

Serve as the named manager for a cohort of strategic partners, carrying each relationship from initial readiness to active pipeline generation.
Build and execute joint Go-To-Market and account plans alongside sales, delivery, and marketing teams to generate qualified pipeline.
Cultivate deep relationships with executive leadership across partner networks and broader ecosystems.
Source and track pipeline in the CRM, moving opportunities from qualified to booked while reporting on partnership health.
Pull partners into early capture efforts to help formulate win themes and sales strategies during joint pursuits.
Operate channel infrastructure with rigor, maintaining compliance guardrails for federal partnering, deal registration, and performance tracking.
Represent the organization as the face of Public Sector partnerships at market events and executive briefings.

Requirements

Bring at least 8 years of professional experience in public sector partnerships, alliances, channel sales, business development, or capture.
Demonstrate autonomy with a proven ability to take ownership of a portfolio and its targets with minimal direction.
Possess a deep understanding of the government contracting landscape, including FAR, DFARS, contract vehicles such as GWAC, IDIQ, BPA, and OTA, and the role of systems integrators and primes.
Exhibit a hunter mentality toward pipeline generation with a record of sourcing revenue through third-party ecosystems.
Possess strategic and analytical skills to balance high-level partnerships with granular performance data.
Maintain technical literacy regarding AI and ML landscapes to articulate value propositions to technical and mission buyers.
Ability to hold or obtain a U.S. security clearance, along with U.S. citizenship as required for cleared federal work.

Skills and Tools

Public sector business development and capture management
Federal procurement processes and contract vehicles (GWAC, IDIQ, BPA, OTA)
CRM pipeline tracking and management
Channel operations and deal registration compliance
AI and ML industry landscape understanding
Go-To-Market strategy execution

Salary and Benefits

Base salary range for this full-time Washington, DC position is $163,200 to $204,000 USD.
Eligible for equity-based compensation subject to Board of Director approval.
Comprehensive health, dental, and vision coverage.
Retirement benefits and generous paid time off.
Learning and development stipend, alongside potential commuter benefits.

About the Company

Scale AI develops reliable artificial intelligence systems and data infrastructure for important decisions, working with leading enterprises and government entities such as the U.S. Army and Air Force. The company is committed to building an inclusive, equal opportunity workplace that supports diversity and reasonable accommodations for individuals with disabilities.

How to Apply

Interested candidates should visit the official Scale AI careers page to submit an application for this position.

Questions candidates ask

What is the location of this job?

This position is located in Washington, DC.

What is the salary range for the Partner Development Manager role?

The base salary range for this full-time position in Washington, DC is $163,200 to $204,000 USD.

How many years of experience are required?

Candidates must have 8+ years of professional experience in public sector partnerships, alliances, channel sales, business development, or capture.

Is a security clearance required?

Applicants must have the ability to hold or obtain a U.S. security clearance and possess U.S. citizenship as required for cleared federal work.

What benefits are included with this role?

Eligible employees receive comprehensive health, dental, and vision coverage, retirement benefits, a learning and development stipend, generous PTO, equity-based compensation, and potential commuter benefits.

Ready to apply?

The application is on the official Scale AI careers page.

Apply on company site