Director of Partner Marketing

Scale AI • San Francisco, NY

12d

About The Position

Scale is hiring a Director of Partner Marketing to build a new marketing function from 0 to 1 and own marketing’s partner-sourced pipeline. The role turns relationships with cloud service providers, hyperscalers, and other strategic partners into qualified opportunities that the sales team accepts and closes. The Director will work closely with the Partnerships team, which owns commercial relationships, and will help those relationships generate revenue through account mapping, co-sell plays, and access to buyers known to partners. This is a growth-focused role with a pipeline target and a scope expected to expand as the partner channel grows.

The Director will build and run co-sell motions with AWS, Google Cloud, and Microsoft; activate partner programs and joint marketing; establish effective lead handoffs and follow-up; and allocate budget based on measurable pipeline outcomes. The role also packages joint offerings with Product Marketing and briefs executives, including the CEO, on channel performance and investment priorities. The position reports to the VP of Marketing.

Requirements

• 10+ years of experience in partner marketing, alliances, or channel roles in B2B enterprise technology.
• Experience 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, with 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 marketing investment creates pipeline and discipline to favor targeted account work over large sponsorships when evidence supports it.
• Strong executive presence and clear writing, with the ability to engage 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.

Responsibilities

• Own partner-sourced lead and pipeline targets and report on performance weekly.
• Build and run co-sell motions with AWS, Google Cloud, and Microsoft field teams, including account mapping, target-account plans, and joint pursuits in priority verticals.
• Use partner programs to generate demand, including listings and private offers, co-sell programs, partner funding, 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 Operations on lead handoff, acceptance criteria, and follow-up to improve conversion of partner-sourced opportunities.
• Allocate partner marketing budget against measurable pipeline outcomes, funding productive programs and cutting ineffective ones.
• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed