Head of Commercial Partnerships

The Role

We are looking for a Head of Commercial Partnerships to build and lead our partnership function.

The organizations that most need verifiable compute are frequently reached through other companies rather than directly. Infrastructure providers, platform vendors, systems integrators and vertical software companies encounter these requirements in the course of their own enterprise growth, and are well placed to introduce us to the deployments that have stalled because of them. Developing those relationships, and converting the first joint deployment into a repeatable architecture, is the core of this role.

Responsibilities

• Source, structure and close commercial and technical partnerships, and own those relationships through to delivery

• Co-sell into partner accounts, and translate early deployments into reference architectures that can be repeated

• Develop direct enterprise and public-sector relationships where a partner route is not appropriate

• Contribute to pricing, packaging and commercial positioning alongside the founders

• Build the team and processes the function requires as it grows
  

Requirements

• Substantial experience building and leading a commercial or partnership function at an infrastructure or technically complex company, with direct accountability for revenue

• A record of closing agreements that required security, procurement or governance approval

• Credibility with both technical and risk stakeholders, and the ability to move between them

• Judgement about which opportunities are worth pursuing, and the discipline to qualify on the specific deployment rather than the account

• Comfort operating with limited precedent, and a preference for building structure rather than inheriting it
  

Useful, not required

• A genuine interest in AI safety, and care about the problem this infrastructure exists to address

• Experience buying or selling compute infrastructure at scale

• Familiarity with European regulatory frameworks, including the EU AI Act

• Experience in standards bodies, policy, or multi-stakeholder governance

• Prior experience hiring and managing a commercial team
  

Practicalities

This role may be based in San Francisco or London, and we're open to remote for exceptional candidates. Regular travel to customers, partners and industry events should be expected. Compensation is competitive and includes equity.