Senior Manager, Strategic Partnerships & Channel Sales

About Scala Scala.ai is building the AI operating system for contact centers and customer operations. Our platform connects conversations, systems, workflows, teams and AI agents through a centralized intelligence engine that helps enterprises see what is happening, understand what matters and act as work happens. That means helping leaders evaluate customer interactions, improve team performance and deploy AI agents that carry out work across the operation. We build for demanding enterprise environments, including regulated industries, where security, reliability and scale are essential. We’re hiring a senior partnerships leader to activate existing relationships, develop new ones and make our channel ecosystem a meaningful source of enterprise growth. The opportunity You will own the strategy, activation and commercial performance of Scala’s partnerships across technology providers, BPOs, systems integrators and advisory organizations. Your goal is straightforward: turn partner relationships into qualified enterprise pipeline, new customers and recurring revenue. Working directly with our Global Head of Growth & GTM, founders, enterprise sales team and technical leaders, you’ll establish joint go to market motions and build a repeatable partner program. Your insight will shape how Scala expands distribution without proportionally expanding headcount. We’re looking for a commercially driven builder, not someone who measures success by signed agreements alone. You should be as comfortable developing executive relationships as activating partner field teams, creating opportunities and helping close business. What you will own

• Build and execute our channel strategy. Prioritize, activate and expand existing and new relationships with partners that reach Scala’s ideal enterprise customers.
• Own partner revenue outcomes. Generate partner sourced and influenced pipeline, new customers and recurring revenue. Maintain clear performance targets and accurate forecasts.
• Activate joint selling. Build executive and field relationships, map named accounts, establish joint business plans and create a consistent cadence of co selling activity.
• Negotiate commercial partnerships. Structure referral, co selling and other partnership agreements with clear incentives, mutual commitments and measurable outcomes.
• Enable partner teams. Deliver relevant messaging, training, demonstrations and sales tools so partners can confidently introduce and position Scala.
• Drive joint go to market programs. Collaborate with Sales and Marketing on account campaigns, executive introductions, industry events and co branded activities.
• Advance enterprise opportunities. Work alongside Scala sales executives through discovery, evaluation, procurement and close, turning introductions into customers.
• Build the partner operating model. Establish practical onboarding, deal registration, partner reporting and performance reviews; manage partner opportunities in HubSpot.

What you bring

• Seven or more years in enterprise software partnerships, channel sales, strategic alliances or business development, with a measurable record of partner generated revenue.
• Evidence that you have built and activated relationships that produced qualified pipeline, customer wins and recurring revenue. You can explain your personal impact.
• Experience working with BPOs, systems integrators, technology platforms, consultants or similar organizations that influence enterprise buying decisions.
• A proven ability to develop joint business plans, win partner field engagement and establish productive co selling motions with enterprise sales teams.
• Strong executive presence, commercial judgment and negotiation skills. You can align incentives and secure commitments across organizations.
• The ability to translate complex AI and software capabilities into measurable business and operational outcomes for senior enterprise stakeholders.
• Experience building in an early stage or high growth company, where you created repeatable processes while remaining personally accountable for results.

Experience that stands out

• Partnership experience in enterprise AI, automation, contact center technology or customer experience software.
• Relationships across health plans, banking, insurance, travel or other complex enterprise markets.
• Knowledge of cloud marketplaces, integration ecosystems, partner incentives or joint solution offerings.
• A track record of transforming an emerging partner program into a consistent contributor to revenue.

Why Scala At Scala, you’ll help build the distribution engine for a company making AI part of everyday enterprise operations. The opportunity spans customer conversations, employee performance and the work AI agents can carry out. You’ll work closely with founders and the people building the product. Your perspective from the partner ecosystem will influence our go to market strategy and commercial priorities. This is an opportunity to shape a channel business rather than simply administer an established program. You’ll have meaningful ownership of partner strategy, relationships and outcomes. If you’ve built productive partnerships, delivered measurable revenue and want a bigger hand in building an AI company, we’d like to meet you. Apply Apply with your resume and a brief summary of partnerships you’ve built, including the pipeline, customers or revenue those relationships generated. Annual on target earnings are $190,000 to $225,000, comprising base salary and performance based variable compensation. Pay: $190,000.00 - $225,000.00 per year Benefits:

• 401(k)
• Dental insurance
• Health insurance
• Vision insurance

Work Location: Remote