Director of Partner Marketing

About the job

At Scale, we develop reliable AI systems for the world’s most important decisions. Our marketing team builds pipeline and brand across Scale’s enterprise, public sector, and frontier AI businesses, working closely with Sales, Partnerships, Product, and Engineering.

This role owns marketing’s partner-sourced pipeline. You will turn Scale’s relationships with CSPs, hyperscalers, and other strategic partners into qualified opportunities that our sales team accepts and closes. You will work with our Partnerships team, who own the commercial relationships. Your job is to help those relationships produce revenue: mapping accounts with partner field teams, building co-sell plays, and putting Scale in front of the buyers our partners already know.

The partner channel is one of Scale’s biggest growth levers. As it scales, so does this role. The group who builds it shapes Scale goes to market with the world’s largest platforms, and their scope will grow with the channel. This is a new function at Scale, and you will build it from 0 to 1. You will report to the VP of Marketing and carry a pipeline target. We are looking for someone who has done this inside or alongside a hyperscaler or channel partner, knows how partner field organizations work, and can open doors in their first weeks.

You will:

• Own a partner-sourced leads pipeline targets and report against it weekly.
• Build and run co-sell motions with AWS, Google Cloud, and Microsoft field teams. That includes account mapping, target-account plans, and joint pursuits in priority verticals.
• Use partner programs to generate demand efficiently: listings and private offers, co-sell programs, partner funding, and joint account-based campaigns and events.
• Build relationships with partner marketing, alliance, and field sales leaders, so Scale becomes a solution their sellers bring to customers.
• Partner with Partner GTM leadership and Ops on lead handoff, acceptance criteria, and follow-up, so partner-sourced opportunities convert.
• Allocate partner marketing budget against measurable pipeline outcomes. Fund the programs that produce qualified opportunities and cut the ones that don’t.
• Work with Product Marketing to package joint Scale and partner offerings for vertical buyers.
• Brief executives, including the CEO, on partner channel performance and where to invest next.

Ideally, you’d have:

• 10+ years in partner marketing, alliances, or channel roles in B2B enterprise technology, with time spent inside a hyperscaler partner organization (AWS, Google Cloud, or Microsoft) or owning a hyperscaler relationship at an ISV.
• A track record of carrying lead and pipeline numbers from partner channels, and a clear account of how that pipeline was sourced.
• Working knowledge of hyperscaler co-sell, marketplace, and partner funding programs, and relationships with people who run them.
• Judgment about where money creates pipeline, and the discipline to choose targeted account work over large sponsorships when the evidence supports it.
• Strong executive presence and clear writing. You can hold a room with partner VPs and Scale’s leadership team.
• Comfort building a function with a lean team and high ownership.

Nice to haves:

• Experience marketing AI, data, or ML infrastructure products.
• Experience co-selling into regulated industries such as financial services, insurance, or healthcare.