Partnerships Lead (Supply)

About the Role

We build egocentric video datasets for AI and robotics. Much of that capture comes through partners: businesses and organizations that capture with our hardware and app across their own sites and teams. One partner running well can put hundreds of cameras into real working environments.

As Sales and Partnerships Lead, you own capture supply across your region. You decide which markets and industries to go after, find and sign partners who can deliver volume, structure the deals, and stay accountable for each partner until their output is steady. Your region is close to a standing start: no pipeline to inherit and no playbook yet, so you will build both, working with our partnerships, legal, and hardware teams.

What You Will Do

• Market strategy: Pick the countries, industries, and types of operators to go after, such as BPOs, staffing agencies, or direct to enterprise. Prioritize on quality, throughput, and velocity.

• Partner pipeline: Build and manage a pipeline of capture partners across the region. Source through your own network and outbound, and prioritize based on potential.

• Deal making: Lead negotiations end to end and close agreements within approved terms, working with legal on anything outside them. Set rates, volume commitments, and exclusivity so the economics still work as a partner grows.

• Regional plan: Own the supply plan for the region: how much capacity you will sign, by when, and at what cost per hour. Review progress with leadership regularly.

• Partner growth: Own each relationship after signing. Hold partners to their ramp targets from first capture to steady volume, run regular business reviews, and step in when output or quality drops. Grow volume with the partners who perform, and coach them on strategy, go-to-market, and execution.

• Reporting: Report weekly on pipeline, signed capacity, and output. Pass on what you see in the market: pricing, competitors, labor supply, and anything that should change the plan.

What You Bring

• Experience: 5 to 8+ years in business development, partnerships, GTM, or supply-side sales, ideally at a high-growth marketplace company.. You have built supply in a region from scratch and hit a supply, revenue, or capacity target doing it.

• Deal work: You have structured and closed commercial agreements with enterprises and operators, including rates, volume commitments, and terms that still hold as a partner scales.

• Regional network: You can name operators and BPOs in the region that could be approached immediately, you understand local contracting and labor practices, and you will travel regularly across the region.

• Commercial judgment: You think in unit economics and understand how QA outcomes affect partner payments and our margins.

• AI fluency: You use AI tools in your day-to-day work to research and qualify partners, draft outreach and proposals, run GTM campaigns, and prepare for negotiations.

• Partner management: You grow partners after signing, building long-term relationships while holding them to the targets and quality standards in their agreement.

• Agency: A high degree of initiative and comfort with ambiguity. This is an early and unstructured role, so you will set your own priorities and build processes where none yet exist.

Even better if you have

• Industry: Background in data collection, AI training data, or BPO services.

• Field deployment: Experience deploying hardware or field teams.

• Multi-country: Experience running partnerships in several countries at once, under different legal and labor rules.

• Languages: Working fluency in one or more of your region’s main business languages, alongside professional English.