Director of Partner Marketing

Scale AI • San Francisco, CA

13d • $270,000 - $338,000

About The Position

Scale is hiring a Director of Partner Marketing to build and lead its partner marketing function from 0 to 1. The role owns marketing’s partner-sourced pipeline and turns relationships with cloud service providers, hyperscalers, and other strategic partners into qualified opportunities that Sales accepts and closes. The Director works with the Partnerships team, which owns the commercial relationships, and collaborates with partner field teams to map accounts, develop co-sell plays, and reach buyers through partner channels.

The role builds and runs co-sell motions with AWS, Google Cloud, and Microsoft; uses partner programs and joint campaigns to generate demand; and develops relationships with partner marketing, alliance, and field sales leaders. It also partners with Partner GTM leadership and Operations to improve lead handoff and conversion, allocates marketing budget based on measurable pipeline outcomes, and works with Product Marketing to package joint offerings for vertical buyers. The position carries a pipeline target and reports to the VP of Marketing. The job posting lists a base salary range of $270,000–$338,000 USD for San Francisco, New York, and Seattle. Eligible-role compensation includes base salary, equity, and benefits.

Requirements

• 10+ years 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 the pipeline was sourced.
• Working knowledge of hyperscaler co-sell, marketplace, and partner funding programs, and relationships with people who run them.
• Judgment about where spending creates pipeline and discipline to choose targeted account work over large sponsorships when evidence supports it.
• Strong executive presence and clear writing; 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 pipeline targets and report 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, 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 Operations on lead handoff, acceptance criteria, and follow-up to improve conversion of partner-sourced opportunities.
• Allocate partner marketing budget against measurable pipeline outcomes, prioritizing programs that produce qualified opportunities.
• 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.

Benefits

• Comprehensive health coverage
• Dental coverage
• Vision coverage
• Retirement benefits
• Learning and development stipend
• Generous paid time off
• May be eligible for a commuter stipend
• Eligible roles include equity-based compensation, subject to Board of Director approval

What This Job Offers

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