Director of Data Partnerships

We’re hiring a Director of Data Partnerships to lead a new function at Snorkel. You’ll own the supply side of our data partnerships end-to-end: setting the strategy for how we source and procure private data, building the partner / supplier pipeline, structuring agreements, and working with the business to bring it all to life It is an entrepreneurial, external-facing role that will drive top-of-funnel and convert opportunities into real value. The market for training data partnerships is nascent and rapidly changing - business judgment is key to success in this role. Finally, cross-functional collaboration and a sense of overall ownership are key to ensuring we get value from the partnerships we strike This role will require hands-on, zero to one work. You’ll be sourcing, qualifying, and negotiating directly You’ll own the funnel, form a sound but swift view on whether an opportunity is worth pursuing and know which terms to offer and how to negotiate them to close. You’ll carry those relationships forward after signature rather than handing them off As the function proves out, you’ll build a small but mighty team behind you and shift toward setting direction, standards, and performance expectations This is a high-impact role for someone with sharp commercial judgment, meaningful experience in licensing and IP, the creativity and range to operate in a market whose economics and value chain are still being defined - and, critically, hustle You’ll be a key advisor to leadership on strategy and execution, and you’ll shape how Snorkel acquires data as a matter of company practice. The Business Operations team will help build the internal systems, analytics, and operating cadence alongside you. Success will be measured by the growth of our private data partnerships and the value they create for our business Own the strategy and long-term plan for data supply: what we source, from whom, on what terms, and against what downstream demand Spend a lot of time in the market: source and qualify holders of proprietary data and own the funnel end-to-end (inbound and outbound). This will start as hands-on work, not oversight Define and execute the qualification bar. Personally drive opportunity sourcing and qualification at each stage of the funnel, working with cross functional partners in Research, GTM, Delivery, and Legal Match opportunities to the right commercial structure and make the business case Lead negotiations end-to-end at the executive level, including business terms and partnering with Legal on critical terms such as sublicensing, etc Manage partnerships past signature through activation, development, sale, and renewal — act like an owner Establish the standards, operations, and metrics the function runs on — qualification gates, pricing framework, standard paper — then hire and develop a small team against them as the business scales Act as a key advisor to leadership with an opinionated view of the market: what’s available, what it’s worth, who else is bidding, and where we shouldn’t play BenefitsHealth: Snorkelers and their dependents are covered by comprehensive medical, dental, and vision plans. Wellness: All Snorkelers get a yearly wellness stipend to use on anything related to health and well-being. PTO and rest days: We provide unlimited personal time off so you can find your work-life balance. Plus, two company-wide rest days per quarter in addition to company holidays. One global team: From our headquarters in Redwood City, CA, to regional offices in San Francisco and New York, we work together as one global team. Events: Get to know your fellow Snorkelers outside of work! We host regular events and learning opportunities for our teams across our offices and virtually to connect, have fun, and grow. Family leave: Snorkel offers generous parental leave for both birthing and non-birthing parents based on eligibility. Working fluency in content licensing, IP, and data rights. You don’t need to be a lawyer, but you need to know which terms determine whether a deal is worth doing, and to partner with Legal on where the key points sitExperience across meaningfully different business models or industries is critical. The economics of this market are still being invented, and we need someone who can blend experience, best practices, first principles, and market feedbackPassion for unlocking new capabilities with modern AI is a mustProven track record of managing partnerships past the signature, with results you can quantify: deals closed, value created, relationships you grew rather than inherited 8+ years of experience leading commercial dealmaking roles — data or content licensing, strategic partnerships, in-licensing, or complex commercial contracting — with direct ownership of negotiationsExcellent written and verbal communication: you can tailor a message from IC to executive audience, and you’re credible both in leadership discussions internally and as the first person a prospective partner’s leadership team meetsExperience building and leading teams with high ownership and autonomy. You have taken an ambiguous mandate, built the pipeline, set the bar, and delivered impactDemonstrated interest and a strong point of view on the AI training and evaluation data marketSolid analytical and quantitative skills; comfortable building the simple model that tells us what an asset is worth to us and defending the assumptions in it