Data Development, Principal

Handshake•San Francisco, CA

2d•$150,000 - $175,000•Hybrid

About The Position

Handshake AI works directly with frontier labs to source the proprietary, real-world data that trains the next generation of AI models. Public and synthetic data are no longer enough; the next gains in model capability depend on data that reflects how organizations actually operate, and that data lives inside companies. We're hiring a Data Development, Principal to source it. Reporting directly to the Head of Data Development, you will identify, pitch, negotiate, and close data partnerships with companies and institutions. You'll sit between two demanding audiences: frontier lab researchers who define what data is valuable, and enterprise leaders who control access to it. Your job is to translate between them and turn that translation into signed, recurring, compliant partnerships. This is a senior, high-ownership role. You will run deals end to end and be measured on clear KPIs. Success means closing complex, multi-stakeholder partnerships and setting a high standard for how Handshake AI sources data.

Requirements

4+ years in a high-performance, client-facing environment: management consulting (MBB or equivalent), investment banking, partnerships, business development, enterprise sales, or strategic/data deals.
A record of owning outcomes against a number or a quota (revenue, deal value, or client targets) with concrete results you can point to.
Structured problem-solver: you can break an ambiguous mandate into a plan, build the analysis behind it, and drive it to a decision.
Comfortable in the room with senior executives, and able to earn their trust quickly. You can run a C-suite conversation and a technical one with lab researchers in the same week.
Strong commercial and structuring instinct, with the judgment to navigate complex, multi-stakeholder deals.
Sharp written communication and the polish to represent Handshake AI to its most demanding partners.
Working understanding of data privacy, security, and compliance, or the ability to get there fast.
Driven by measurable impact and high standards; you thrive under pressure rather than fold under it.

Nice To Haves

Background at a top-tier strategy consulting firm (McKinsey, Bain, BCG) or investment bank, especially with deal or client-leadership exposure.
Experience in data licensing, data sourcing, or selling data, or direct work with frontier AI labs.
Background at a data or AI company.
An existing network among enterprise data, CIO, or CDO buyers.
Familiarity with Salesforce, Outreach, Gong, LinkedIn Sales Navigator, or ZoomInfo.

Responsibilities

Own the full lifecycle of enterprise data partnerships: source targets, pitch executives, structure terms, and close agreements that supply proprietary real-world data to AI labs.
Translate frontier lab data requirements into target-partner profiles and a coherent sourcing strategy.
Structure commercial and compensation models; work with legal, security, and compliance to land data licensing, privacy (GDPR, CCPA), and anonymization terms that hold up to lab and enterprise scrutiny.
Manage senior stakeholder relationships, often at the C-suite, through long and technical sales cycles.
Partner with engineering and data teams to scope data, integrations, and delivery so signed deals convert into shipped datasets.
Forecast and report on pipeline and closed partnerships with rigor.