The posting
About Snorkel
Snorkel AI is the frontier AI data lab, helping teams build the data and environments behind high-performing frontier and agentic AI. We combine technology with research-driven AI data development to create datasets, benchmarks, evals, and custom solutions for real-world AI systems. Founded out of the Stanford AI Lab in 2019, Snorkel works with leading AI labs and enterprises to move from better data to better outcomes.
Excited to help us redefine how AI is built? Apply to be the newest Snorkeler!
About the Role
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.
What You'll Do
- 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
Qualifications
- 8+ years of experience leading commercial dealmaking roles — data or content licensing, strategic partnerships, in-licensing, or complex commercial contracting — with direct ownership of negotiations
- Experience 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 feedback
- 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 sit
- Proven track record of managing partnerships past the signature, with results you can quantify: deals closed, value created, relationships you grew rather than inherited
- Experience building and leading teams with high ownership and autonomy. You have taken an ambiguous mandate, built the pipeline, set the bar, and delivered impact
- Solid 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
- Passion for unlocking new capabilities with modern AI is a must
- Demonstrated interest and a strong point of view on the AI training and evaluation data market
- Excellent 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 meets
Actual compensation will be determined based on factors including skills, qualifications, experience, and geographic location.
Salary range(s) for this role
$215,000—$315,000 USD
Be Your Best at Snorkel
Joining Snorkel AI means becoming part of a company that has market proven solutions, robust funding, and is scaling rapidly—offering a unique combination of stability and the excitement of high growth. As a member of our team, you’ll have meaningful opportunities to shape priorities and initiatives, influence key strategic decisions, and directly impact our ongoing success. Whether you’re looking to deepen your technical expertise, explore leadership opportunities, or learn new skills across multiple functions, you’re fully supported in building your career in an environment designed for growth, learning, and shared success.
Snorkel AI is proud to be an Equal Employment Opportunity employer and is committed to building a team that represents a variety of backgrounds, perspectives, and skills. Snorkel AI embraces diversity and provides equal employment opportunities to all employees and applicants for employment. Snorkel AI prohibits discrimination and harassment of any type on the basis of race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local law. All employment is decided on the basis of qualifications, performance, merit, and business need.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
