GTM Partnerships Lead, Compute
Palo Alto (3 x days per day)
$400k plus Bonus & Equity
Own the compute layer at a frontier AI lab. Close nine-figure deals. Build it from zero. We're a frontier AI lab building world models — backed by $310M at a $1.45B valuation from top-tier investors, including a major hyperscaler. We're hiring our founding GTM Partnerships Lead for Compute.
This is a 0-to-1 seat. You own the compute partnership layer end-to-end — with hyperscalers, chip manufacturers, and neoclouds. We're already closing hundred-million-dollar deals and co-designing next-gen silicon for world-model workloads. Your mandate: turn our cloud relationships into a co-selling machine, and build "Return on Compute", a living framework for utilisation, cost-per-FLOP, capacity commitments, and hardware roadmaps.
This isn't relationship management. You'll be in the field closing alongside partner account teams, at the whiteboard with Solutions Architects designing joint GTM plays, and in the room on procurement and silicon roadmaps.
What you'll do
- Build co-sell motions with hyperscaler field teams and close enterprise deals directly
- Drive cloud marketplace ARR and run QBRs / partner scorecards
- Work with Solutions Architects on VPC networking, model serving, security, and custom silicon
- Own compute economics: model utilisation, reason about cost structures, turn it into negotiating leverage
Must-haves
- 8+ years in strategic partnerships / BD/partner sales in cloud infra, AI, or developer platforms
- You've closed large deals — not just managed them
- You've built a co-sell motion with a major hyperscaler from scratch
- A real point of view on computer economics
- Technically fluent — credible with Solutions Architects, ML infra engineers, and chip teams
- You've built the process, not just run someone else's
