Partnerships Manager

ABOUT THE TEAM Adaptive ML is a frontier AI startup building a Reinforcement Learning Operations (RLOps) platform that enables enterprises to specialize and deploy LLMs into production with measurable impact. We provide the core infrastructure to tune, evaluate, and serve specialized models at scale — pioneering task-specific LLM development and running production-ready workflows that serve millions of requests while optimizing for both cost and performance across distributed systems. Our tightly-knit team was previously involved in the creation of state-of-the-art open-access large language models. We raised a $20M seed led by Index Ventures and ICONIQ in early 2024, and we're already in production with customers including Manulife, AT&T, Deloitte, across travel and financial services — with much more to be announced soon. This role sits within our Commercial Staff org, partnering closely with go-to-market and technical teams to scale how Adaptive ML reaches and delivers value to enterprise customers through strategic partners. ABOUT THE ROLE As a Sales Partnerships Manager, you will expand Adaptive ML’s strategic partnerships footprint quickly and thoughtfully, with a focus on enterprise GenAI partnerships that drive meaningful customer outcomes and revenue impact. You will take existing strategic relationships and build a repeatable, scalable approach to sourcing, structuring, launching, and growing partnerships. You will work in tight collaboration with our CRO, account teams, and Sales Engineers to define joint value propositions, run partner motions end-to-end, and bring partners into active customer pursuits. Success in this role looks like a growing set of high-leverage partners, partner-sourced and partner-influenced pipeline, and durable joint GTM plans that translate into multi-million dollar outcomes. Location and work mode: Hybrid, based in NYC, Boston, or Toronto (we have offices in each location). YOUR RESPONSIBILITIES - Own the full partnerships lifecycle, from target identification and outreach through negotiation, launch, and ongoing GTM execution. - Rapidly expand Adaptive ML’s strategic partner portfolio, building on a handful of existing relationships to establish a scaled partnerships motion. - Develop and execute a partnerships strategy focused on consultancies and data platforms, including segmentation, prioritization, and partner-specific plans. - Structure and close complex, multi-million dollar partnership agreements, balancing commercial terms, technical requirements, and long-term strategic value. - Partner closely with Sales Engineers to align technical workflows, integration expectations, and partner enablement for enterprise GenAI deployments. - Build joint GTM plans with partners and internal sales teams, including co-selling plays, training, marketing collaboration, and account mapping. - Track partnership health and outcomes, including pipeline contribution, active co-sell engagement, and post-launch expansion opportunities. - Operate effectively in a fast-moving Series A environment, bringing strong ownership, pace, and pragmatic decision-making. YOUR (IDEAL) BACKGROUND This list is meant to describe the role, not to be a checklist. If you do not match every item but believe you can excel in this role, we encourage you to apply. Must-haves - 7+ years of experience in partnerships, business development, or strategic sales roles focused on enterprise outcomes. - Deep familiarity with generative LLMs and a strong grasp of what makes enterprise GenAI partnerships successful (technical, commercial, and go-to-market). - Track record of owning and closing multi-million dollar partnerships at continental scale. - Experience leading complex negotiations and deal structuring across multiple stakeholders, including legal, product, and executive teams. - Strong ability to translate technical capabilities into clear partner value propositions, in close collaboration with Sales Engineers and technical teams. - Comfort operating with ambiguity and speed in a high-growth startup environment, with a bias toward action and high-quality execution. Nice-to-haves - Existing relationships with major consultancies and/or leading data platform ecosystems. - Experience building a partnerships program or repeatable partner motion from an early-stage starting point. - Background in co-selling motions with enterprise sales teams, including account mapping and joint pipeline strategy. BENEFITS - Competitive salary and meaningful equity - Top-tier health, dental, and vision coverage - Generous paid time off and company holidays - Flexible hybrid work in our hub offices - Learning and development support - Team events and offsites