Head of Technology Partnerships

Job Description

About the Company: Insight Global's client is building an infrastructure layer between the world's data and the AI companies that need it. They partner with brands across fashion, consumer tech, retail, and beyond to ethically source, structure, and deliver real-world datasets that power the next generation of AI models.

The Role: As Head of Technology Partnerships, you own their relationship with the demand side of the AI companies they sell to. You are responsible for building and leading the function that brings Stratum's data catalog to AI labs, foundation model companies, and enterprise AI teams training the next generation of models. You understand what AI buyers need including pre-training data, fine-tuning sets, evaluation benchmarks, domain-specific behavioral data, and you can earn trust with ML researchers, data procurement teams, and business leaders all at once. You think in partnerships, not just transactions.

What You'll Do:

• Own the full sales cycle for AI company accounts: outbound prospecting, discovery, evaluation support, negotiation, and close
• Build and develop a pipeline of AI labs, model companies, and enterprise AI teams actively investing in data
• Run detailed discovery to understand each buyer's model type, training stage, data gaps, and procurement constraints
• Work with the FDE team to match buyer needs to catalog offerings, and identify gaps that signal new supply opportunities
• Manage complex multi-stakeholder buying processes (ML leads, legal, data procurement, finance)
• Structure and negotiate data licensing agreements including pricing, usage scope, refresh cadence, exclusivity
• Develop and retain accounts post-close: expansion, renewals, new dataset upsells
• Maintain accurate pipeline forecasting and CRM hygiene (Hubspot or equivalent)

Skills and Requirements

• 4-8 years in enterprise or B2B sales; experience selling data, APIs, developer tools, or AI/ML products strongly preferred

• Track record of closing six-figure+ deals with a multi-month sales cycle

• Enough technical literacy to engage credibly with ML teams

• Sharp commercial thinking: you can structure a deal with non-standard variables (usage rights, exclusivity windows, data refresh, downstream model restrictions)

• Existing network at AI labs, foundation model startups, or enterprise AI teams is a meaningful plus

We are a company committed to creating diverse and inclusive environments where people can bring their full, authentic selves to work every day. We are an equal employment opportunity/affirmative action employer that believes everyone matters. Qualified candidates will receive consideration for employment without regard to race, color, ethnicity, religion, sex (including pregnancy), sexual orientation, gender identity and expression, marital status, national origin, ancestry, genetic factors, age, disability, protected veteran status, military or uniformed service member status, or any other status or characteristic protected by applicable laws, regulations, and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to [email protected].