# Partner Development Manager

**Company:** [Scale AI](https://hotfix.jobs/companies/scale-ai)
**Location:** Washington, DC
**Role:** Partnerships
**Salary:** $163k – $204k/yr
**Experience:** 8+ years
**Skills:** Public-Sector Partnerships, Channel Sales, Business Development, Capture Management, Far/Dfars, Gwacs, Idiqs, Bpas, Otas, CRM, Go-to-Market Strategy, AI/ML, Pipeline Management, Federal Procurement, Deal Registration
**Posted:** 2026-08-18

> Owns strategic public-sector partner relationships, joint go-to-market plans, teaming pursuits, and partner-sourced pipeline across defense, intelligence, and federal civilian markets. Requires 8+ years of relevant experience, federal contracting expertise, AI/ML fluency, and eligibility for U.S. security clearance.

## Job Description

## Responsibilities

- Own a portfolio of strategic public-sector partners from readiness confirmation through active, pipeline-generating partnerships.
- Prospect and mature relationships with organizations ranging from small businesses to large enterprises.
- Build and execute joint go-to-market and account plans with partners.
- Partner with sales, delivery, and marketing on co-selling motions and joint campaigns that generate qualified pipeline.
- Cultivate executive relationships across partners and the broader ecosystem.
- Source and attach pipeline in the CRM, move opportunities from qualification to booking, and report partnership health monthly and quarterly.
- Lead joint pursuits, including early teaming during capture and co-authoring win themes and strategy.
- Use program infrastructure for deal registration, partner attribution, and performance tracking.
- Maintain compliance guardrails for federal partnering.
- Represent Scale Public Sector at public-sector events and executive briefings.

## Requirements

- 8+ years of professional experience in public-sector partnerships, alliances, channel sales, business development, or capture.
- Track record of partner-sourced and partner-attached pipeline.
- Ability to independently own a partner portfolio and performance targets.
- Deep understanding of the government contracting landscape, including FAR/DFARS, GWACs, IDIQs, BPAs, OTAs, and the role of systems integrators and prime contractors in federal procurement.
- Experience managing public-sector and/or commercial businesses operating in the public-sector market.
- Hunter mentality and demonstrated ability to source and influence revenue through third-party ecosystems.
- Strategic and analytical ability to track partner health, pipeline, and ROI.
- Technical literacy in AI/ML and ability to articulate the value proposition to technical and mission buyers, partners, and senior executives.
- Ability to hold or obtain a U.S. security clearance.
- U.S. citizenship as required for cleared federal work.

## Compensation & Benefits

- Base salary range: **$163,200–$204,000 USD** for Washington, DC.
- Eligible compensation packages may include base salary, equity, and benefits.
- Benefits include health, dental, and vision coverage; retirement benefits; a learning and development stipend; generous paid time off; and potentially a commuter stipend.
- Salary is determined during the interview process based on location and job-related factors, including skills, experience, qualifications, interview performance, and education or training.

## Similar jobs

- [Senior Business Development Manager](https://hotfix.jobs/jobs/356c19e4-8b93-4b53-bd2b-3334b03cb31b) - Greenhouse - Remote - $164k – $213k/yr
- [Partner Development Lead](https://hotfix.jobs/jobs/34bdc580-7e09-4dee-b5ab-0872a0bfdc36) - Square - $164k – $297k/yr
- [Senior Partner Marketing Manager, AI & ISV Ecosystem](https://hotfix.jobs/jobs/aba477d7-11b2-46f2-a1ac-75dd805e6d98) - Dropbox - $165k – $251k/yr
- [Senior Partner Manager SI](https://hotfix.jobs/jobs/2d86edd9-6a59-49b5-bbb4-586161cf706c) - n8n - Remote - $158k – $212k/yr
- [Senior SI and Audit Firm Alliances Manager](https://hotfix.jobs/jobs/0af144eb-65d2-44dd-a2d8-9a97afd66dd7) - Drata - Remote - $170k – $260k/yr

**Apply:** https://hotfix.jobs/jobs/84843c8f-8429-48af-9eb5-eb763a7d213e
**Canonical:** https://hotfix.jobs/jobs/84843c8f-8429-48af-9eb5-eb763a7d213e