Head of AI Partnerships

Fastino • San Francisco, CA, USA • 11h ago

Full-time | Hybrid

Introduction:

Join us at Fastino as we build the next generation of LLMs. Our team, boasting alumni from Google Research, Apple, Stanford, and Cambridge is on a mission to develop specialized, efficient AI.
Fastino's GLiNER family of open source models has been downloaded more than 5 million times and is used by companies such as NVIDIA, Meta, and Airbnb
Fastino has raised $25M (as featured in TechCrunch) through our seed round and is backed by leading investors including Microsoft, Khosla Ventures, Insight Partners, Github CEO Thomas Dohmke, Docker CEO Scott Johnston, and others.
The Head of AI Partnerships will own Fastino's partner ecosystem from day one: driving strategy and execution across AI native, startup, and developer channels, working closely with the founders to define and scale our partnership motion and build our future partnerships organization.

What You’ll Own:

Ecosystem Presence: Represent Fastino at industry events, AI forums, and partner summits. Build brand awareness and top-of-funnel pipeline within the developer, AI-native, and digital native community through content, community, and relationships.
Startup Program: Build out programs that make us a trusted partner to founders early in their journey. Drive retention, expansion, and new business across your portfolio, and surface high-potential startups as pipeline opportunities.
Strategic Relationship Management: Develop trusted relationships with venture platforms, portfolio support teams, and startup operators. Act as a thought partner to founders on AI infrastructure strategy and feed ecosystem insights back into Fastino's GTM and product roadmap.
Partner Pipeline & Reporting: Build the systems, metrics, and narratives that make partnerships a measurable growth engine. Own tracking and reporting around partner-sourced pipeline, referral volume, and influenced revenue.
Team Building & Leadership: As traction grows, define and build out the partnerships function.
Hyperscaler & Cloud Relationships: Own and scale co-sell motions, marketplace listings, and technology partnerships across the AI ecosystem, including cloud providers, GPU and compute partners, and developer platforms.

What We’re Looking For

5+ years in partnerships, business development, or ecosystem roles within B2B SaaS or AI infrastructure.
Strong existing relationships within the startup ecosystem; experience building programs that drive adoption among early-stage companies.
Strong understanding of LLMs, AI inference, and the modern AI tooling ecosystem.
Ability to communicate technical concepts clearly to both engineering and business stakeholders.
Proven ability to translate partnership agreements into partner-sourced revenue, not just logos.
Experience operating as a player-coach, comfortable owning IC responsibilities while laying the foundation for a future team.