СШАHead of Partnerships (SAP)
3 нед. назад
СШАHeadOnsite
Lead partnerships and enable SAP's sales and solution teams to effectively find, qualify, and win opportunities for TabPFN, the foundation model for tabular data.
О компании
- Foundation models transformed text and images. Structured data - the largest and most consequential data format in the world - stayed untouched, until now. What LLMs did for language, we're doing for tables.
- We pioneered tabular foundation models: TabPFN v2 was a Nature cover story, has passed 3.5M+ downloads and 7,500+ GitHub stars, and runs in production from detecting lung disease with Oxford Cancer Analytics to preventing train failures with Hitachi . The hardest problems - millions of rows, real-time inference, entirely new modalities - are still open, and no one else is working on them at this level.
- We're a small, highly selective team of 40+ with backgrounds from Google, DeepMind, Meta, Apple, Amazon, Jane Street, and CERN, led by Frank Hutter , Noah Hollmann , and Sauraj Gambhir , and advised by Bernhard Schölkopf and Turing Award winner Yann LeCun.
- In July 2026, less than 18 months after our €9M pre-seed, we joined SAP as an independent frontier AI lab - same team, mission, and open-weights models, now backed by more than €1 billion over four years.
- You'll work alongside researchers and builders who hold themselves to a very high bar - in the quality of their work and in how they work with each other. We move fast and still take the time to do things right.
- Our teams are based in Berlin, Freiburg, and New York - when you're working on something as hard as TabPFN, being in the same room matters. But great people come from everywhere, and in exceptional cases we're open to remote, which usually means frequent travel to one of our offices. Wherever you're based, the whole company comes together regularly for offsites to build and celebrate together.
Обязанности
- builds TabPFN, the foundation model for tabular data, and is now part of SAP. That puts a new class of model in front of one of the largest enterprise field organisations in the world.
- Tabular Foundation Models is a new category. Your job is to make SAP's sellers and solution teams effective at finding, qualifying, and winning TabPFN opportunities, and to make the partnership work commercially for both sides. You will act as an individual contributor and in parallel build and manage the team around this motion.
- This is not a generic alliances role. It is a go-to-market role focused on one deep partnership and the ecosystem around it.
- Build and run enablement for SAP account executives and solution advisors, from qualification criteria through to demo, pricing guardrails, and objection handling.
- Shape the joint commercial framework, co-sell approach, and deal registration so TabPFN is an easy product for an account team to carry.
- Carry a focused set of lighthouse accounts with SAP account teams and help convert them in partnership with sellers.
- Turn our commercial knowledge into industry use case maps, value cases, and scope templates that land inside SAP.
- Co-develop packaged, industry-mapped use cases with SAP's industry teams.
- Work day to day with our counterparts across SAP, and extend the motion to hyperscalers, marketplaces, and systems integrators alongside them.
- Own the joint business plan, pipeline plan, and monthly partner pipeline reporting.
- Build and manage a specialist team of partnerships managers working with SAP across enablement, specialized use-cases and account teams.
Требования
- You have sold to or through SAP successfully, and you know how SAP buys and how the organisation fits together.
- You have built a partnerships or alliances motion from scratch as an individual contributor, sourcing, structuring, and closing partner-driven deals before there was a team or a playbook.
- You have enabled a large field organisation and can point to pipeline that came out of it.
- You understand how a large vendor's partner organization works: co-sell incentives, joint business plans, marketplace mechanics, and what actually motivates a partner's sales force to carry your product.
- You have built in a high-growth company with no inherited process, and can create structure while navigating a very large organisation.
- You are credible with a data science or ML buyer, and carry a deep understanding of the structured data ecosystem.
Будет плюсом
- Marketplace and co-sell experience with a hyperscaler that produced real revenue.
- Depth in one or more of our core industries: financial services, insurance, retail, energy, manufacturing.
- Background selling or partnering into data and ML infrastructure.
- Experience operating through an acquisition by, or deep integration with, a large strategic acquirer.
Другое
- The best products and teams are built by people with a wide range of perspectives and backgrounds. We welcome applications from all identities and walks of life - especially if you've ever felt discouraged by "not checking every box" - and provide equal opportunities regardless of gender, sexual orientation, origin, disability, or any other trait that makes you who you are.
- We care about how your data is handled - see our Recruiting Data Privacy page