Head of Hyperscaler Partnerships

Together AI•San Francisco, CA

3d•$300,000 - $350,000

About The Position

Together AI is building the AI-native cloud, offering the fastest inference infrastructure, a model ecosystem, an orchestration layer, and a data center footprint for enterprises and frontier labs. As the company deepens its relationships with major cloud platforms and technology ecosystems, it is seeking a Head of Hyperscaler Partnerships. This principal-level role is for an experienced deal-maker skilled in complex partnership structures within enterprise technology, covering model licensing, software integrations, inference and model serving, and scaled cloud distribution. The position will operate at the intersection of commercial strategy, product, and finance, managing the entire partnership lifecycle with hyperscalers, neoclouds, and platform partners to define how Together AI's technology reaches the market. The ideal candidate will have deep experience within a hyperscaler or have structured significant deals with one, understanding their internal workings, decision-making processes, key stakeholders, and how to achieve scaled joint commercialization. This role offers significant autonomy, reporting to the VP of Strategic Partnerships, and will collaborate closely with the CEO, CFO, CRO, and legal teams on board-level decisions.

Requirements

10+ years in strategic partnerships, business development, or alliance management, with meaningful time spent at a hyperscaler or structuring significant deals with them.
Proven ability to close complex, multi-surface agreements involving cloud distribution, model licensing, and inference infrastructure SLAs.
Deep understanding of marketplaces, private offers, consumption-based revenue models, and cloud commitment vehicles.
Sufficient technical depth to engage with engineering on APIs, model serving, and software stacks.
High EQ & Collaborative: Partner-first orientation with the ability to build trust quickly and find the "win-win" in competitive environments.

Nice To Haves

Direct experience with hyperscaler / CSP strategic deal mechanics
Experience structuring partnerships across multiple product surface areas with differing priorities and stakeholders.
Background working with AI infrastructure, ideally on both compute and token / model serving side

Responsibilities

Own the Full Deal Cycle for Hyperscaler Partnerships: Lead end-to-end partnership development with major cloud service providers, managing relationship-building through complex commercial negotiations, launch, and long-term expansion.
Navigate Complex Orgs with Precision: Map and develop relationships across the full stakeholder matrix at partner organizations — from product and engineering to alliance managers, procurement, legal, and C-suite executives.
Drive Commercial Structures That Create Durable Value: Design and negotiate deal structures across multiple surfaces, including revshare, marketplace private offers, and model licensing. Partner with Finance on revenue modeling and with Legal on IP provisions and liability.
Be the Internal Champion for Partnership Strategy: Translate partner needs and ecosystem signals into actionable internal recommendations. Collaborate with Partner Marketing on co-marketing initiatives and joint announcements, showcasing real-world enterprise value through joint case studies.