Business Development Representative, Partnerships (Physical AI)

Business Development Representative, Partnerships (Physical AI)

The Business Development Representative, Partnerships, Physical AI will report to the Strategic Partnerships Manager and will be responsible for identifying, sourcing, and qualifying new partnership opportunities across partnership categories within the Physical AI ecosystem. In this role, you will build and maintain a healthy partner pipeline while serving as a key operational backbone for the partnerships function, including owning the CRM, partner communications, and internal materials. The role requires strong organization, clear communication, and comfort operating in a fast-paced, evolving environment.

Role Breakdown: Approximately 70% outbound sourcing, qualification, and partner-facing work; 30% CRM ownership and internal materials management.

What You’ll Do

Core (Outbound & Qualification)

• Identify and source potential partner candidates across partnership categories within the Physical AI space through inbound engagement, outbound outreach, and market mapping.
• Triage partner prospects by sharing and reviewing intake forms to assess initial fit.
• Coordinate and, as needed, lead discovery calls to qualify prospects against defined partnership criteria.
• Qualify partner prospects by sharing and reviewing intake forms and assessing candidates against defined criteria.
• Present qualified prospects to the partnership team for pilot consideration.
• Coordinate and support partner-facing touchpoints as needed.

Supporting (Systems & Materials)

• Own and maintain the CRM for partnerships, ensuring accurate, up-to-date records of partner prospects, pipeline stage, and outreach history.
• Draft clear, tailored outreach and follow-up communications to partner prospects at each stage.
• Keep internal materials (intake forms, partner one-pagers, tracking sheets, FAQs) current and easily accessible for the broader GTM team.
• Collaborate with the partnership team to refine qualification criteria and improve the intake-to-pilot handoff.
• Take on ad-hoc projects related to partner research, market landscaping, or process improvement.
• Share learnings on Physical AI partner trends, competitive landscape, and what is resonating in outreach.

Success in this role looks like: consistent growth in qualified partner pipeline and increasing pilot conversion rates for prospects you’ve sourced and qualified.

Qualifications

• Bachelor’s degree or equivalent work experience.
• Ability to understand Scale’s product offerings and how they apply to the Physical AI ecosystem.
• Ability to communicate Scale’s value proposition clearly to both business and technical audiences.
• Passion for the work, with creativity and a willingness to think outside the box.
• Excellent writing and communication skills.
• Strong systems and process skills (e.g., Salesforce or similar CRM); comfort owning and maintaining a system of record.
• Demonstrated ability to develop strong, consultative relationships with external partners and internal cross-functional teams at all levels.
• Ability to develop and maintain clear, up-to-date internal and partner-facing materials.
• Strong project management skills, high detail orientation, and exceptional organizational skills.
• Curiosity about the rapidly evolving Physical AI landscape and willingness to stay current on industry trends (prior experience is a plus, but not required).
• Eagerness to learn and grow a career in partnerships or business development.