Business Development Representative, Partnerships (Physical AI)

About the company

Scale AI provides labeled training data and annotation for ML and LLMs across text, audio, images, video and lidar, combining software, human-in-the-loop annotators, APIs and dataset-management platform Nucleus.

About this role

<p>The Business Development Representative, Partnerships, Physical AI will report to the Strategic Partnerships Manager and will be responsible for identifying, sourcing, and qualifying new partnership opportunities across partnership categories within the Physical AI ecosystem. In this role, you will help build and maintain a healthy partner pipeline while serving as a key operational backbone for the partnerships function: owning the CRM, partner communications, and internal materials. This role requires strong organization, clear communication, and comfort operating in a fast-paced, evolving environment.</p> <p><em>This role is approximately 70% outbound sourcing, qualification, and partner-facing work, and 30% CRM ownership and internal materials management.</em></p> <p>&nbsp;</p> <p><strong>In this role, you will:</strong></p> <p><em>Core (outbound &amp; qualification):</em></p> <ul> <li>Identify and source potential partner candidates across partnership categories within the Physical AI space through inbound engagement, outbound outreach, and market mapping</li> <li>Triage partner prospects by sharing and reviewing intake forms to assess initial fit</li> <li>Coordinate and, as needed, lead discovery calls to qualify prospects against defined partnership criteria</li> <li>Qualify partner prospects by sharing and reviewing intake forms, assessing candidates against defined criteria</li> <li>Present qualified prospects to the partnership team for pilot consideration</li> <li>Coordinate and support partner-facing touchpoints as needed</li> </ul> <p><em>Supporting (systems &amp; materials):</em></p> <ul> <li>Own and maintain the CRM for partnerships, ensuring accurate, up-to-date records of partner prospects, pipeline stage, and outreach history</li> <li>Draft clear, tailored outreach and follow-up communications to partner prospects at each stage</li> <li>Keep internal materials (intake forms, partner one-pagers, tracking sheets, FAQs) current and easily accessible for the broader GTM team</li> <li>Collaborate with the partnership team to refine qualification criteria and improve the intake-to-pilot handoff</li> <li>Take on ad-hoc projects related to partner research, market landscaping, or process improvement</li> <li>Share out learnings on Physical AI partner trends, competitive landscape, and what's resonating in outreach</li> </ul> <p><strong>Success in this role looks like: </strong>consistent growth in qualified partner pipeline and increasing pilot conversion rates for prospects you've sourced and qualified.</p> <p>&nbsp;</p> <p><strong>Ideally, you will have:</strong></p> <ul> <li>Bachelor's degree or equivalent work experience</li> <li>Ability to understand Scale's product offerings and how they apply to the Physical AI ecosystem</li> <li>Ability to communicate Scale's value proposition clearly to both business and technical audiences</li> <li>Passion for what you do, and the creativity and willingness to think outside of the box</li> <li>Excellent writing and communication skills</li> <li>Strong systems and process skills (e.g., Salesforce or similar CRM); comfort owning and maintaining a system of record</li> <li>Demonstrated ability to develop strong, consultative relationships with external partners and internal cross-functional teams at all levels</li> <li>Ability to develop and maintain clear, up-to-date internal and partner-facing materials</li> <li>Strong project management skills, high detail orientation, and exceptional organizational skills</li> <li>Curiosity about the rapidly evolving Physical AI landscape and a willingness to stay current on industry trends, prior experience is a plus but not required</li> <li>Eagerness to learn and grow a career in partnerships or business development</li> </ul> <p>&nbsp;</p><div class="content-pay-transparency"><div class="pay-input"><div class="description"><p><em>Compensation packages at Scale for eligible roles include base salary, equity, and benefits. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position and may be inclusive of several career levels at Scale; it will be determined during the interview process based on work location and additional factors, including job-related skills, experience, qualifications, interview performance, and relevant education or training. Scale employees in eligible roles are also granted equity based compensation, subject to Board of Director approval. Your recruiter can share more about the specific salary range for your preferred location during the hiring process, and confirm whether the hired role will be eligible for equity grant. You'll also receive benefits including, but not limited to: comprehensive health, dental and vision coverage, retirement benefits, a learning and development stipend, and generous PTO. Additionally, this role may be eligible for additional benefits such as a commuter stipend.</em></p></div><div class="title">Please reference the job posting's subtitle for where this position will be located. For pay transparency purposes, the base salary range for this full-time position in the locations of San Francisco, New York, Seattle is:</div><div class="pay-range"><span>$80,000</span><span class="divider">—</span><span>$100,000 USD</span></div></div></div><div class="content-conclusion"><p><strong><em>PLEASE NOTE:&nbsp;</em></strong><em>Our policy requires a 90-day waiting period before reconsidering candidates for the same role. This allows us to ensure a fair and thorough evaluation of all applicants.</em></p> <p><strong>About Us:</strong></p> <p><em>At Scale, our mission is to develop reliable AI systems for the world's most important decisions. Our products provide the high-quality data and full-stack technologies that power the world's leading models, and help enterprises and governments build, deploy, and oversee AI applications that deliver real impact. We work closely with industry leaders like Met