Head of Partnerships (SAP)

Prior Labs builds TabPFN, the foundation model for tabular data, and is now part of SAP. 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.

What you'll do

• 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 Prior Labs sellers.
• Turn 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 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.

What you'll need

• 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.

Nice to have

• 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.

What they offer

• Based in Berlin, Freiburg, and New York with flexibility for exceptional remote arrangements.
• Work with researchers and builders held to a high bar for quality and collaboration.
• Regular company offsites to build and celebrate together.