Business Development Lead, AI & LLM Partnerships

Summary

Join Sonar as the Business Development Lead, AI & LLM Partnerships and spearhead efforts in building impactful relationships and forging partnerships with leading Foundation Model/Large Language Model (LLM) developers. You will drive the execution of Sonar’s partnership strategy, identify and evaluate strategic partnership opportunities, build and manage relationships with key leaders in the AI space, and lead the end-to-end partnership lifecycle with LLM providers. Collaborate with internal Sonar teams to align on LLM partnership priorities and ensure mutual success. Track, measure, and report on partnership performance. This role requires a deep understanding of the AI landscape, experience negotiating partnerships with major AI providers, and a proven track record of successfully managing high-impact, technology-centric partnerships. Sonar offers a flexible work policy, a growth mindset, and a comprehensive employee benefit package.

Requirements

• MBA or advanced technical degree (e.g., MSCS, MSEE) with a focus on AI/ML
• Direct, hands-on experience negotiating partnerships specifically with or for major AI Foundation Model / LLM providers
• Experience with data licensing, IP licensing, technology collaboration in the AI space
• Deep understanding of the AI landscape, with specific, in-depth knowledge of Foundation Models / Large Language Models (LLMs): key providers (OpenAI, Anthropic, Google DeepMind, etc.), model capabilities & limitations, common APIs, typical partnership structures, and legal considerations
• Experience working in a high-growth or start-up environment focused on AI/ML
• Established network within the AI / LLM developer community
• 10+ years of experience in business development, strategic alliances, technology partnerships, or related fields, preferably within the AI/ML and data science domains
• Proven track record of successfully defining, negotiating, closing, and managing high-impact, technology-centric partnerships, ideally including experience working directly with AI/ML platform or model providers
• Strong foundational knowledge of the software development lifecycle and ecosystem
• Demonstrated ability to engage effectively with partners at both a deep technical level (understanding model architectures, APIs, integration challenges) and a strategic business level
• Experience leading complex deal negotiations, including interpreting legal documents and working collaboratively with legal counsel on terms related to IP, data usage, liability, and service levels, particularly in the context of AI/ML services
• Proven experience leading or significantly contributing to cross-functional teams to orchestrate and execute complex partnerships
• Strong experience working directly with Product Management and Engineering/Research teams
• Exceptional communication, presentation, negotiation, and relationship-building skills, with experience influencing stakeholders at various levels, including senior executives
• Strong analytical and problem-solving skills
• Ability to thrive, lead initiatives, and execute in a fast-paced, rapidly evolving, and often ambiguous technological landscape
• Bachelor’s degree, preferably in a technical field like Data Science or Computer Science, or equivalent practical experience

Responsibilities

• Drive the execution of Sonar’s partnership strategy specifically with LLM providers and the broader Generative AI ecosystem, aligning closely with overall company growth objectives
• Identify, evaluate, and prioritize strategic partnership opportunities
• Conduct in-depth market analysis of the LLM landscape, tracking model releases, capabilities, and evolving partnership models
• Build, nurture, and manage strong, long-term relationships with key technical, product, and business leaders at major LLM development companies and influential organizations in the AI space
• Lead the end-to-end partnership lifecycle with LLM providers: define engagement models, negotiate complex agreements focused on licensing, model training, co-development of solutions, and drive deals to closure
• Work closely with internal Sonar teams (Product Management, Engineering, Research, Legal, Marketing, Sales, Finance) to align on LLM partnership priorities, define technical requirements, develop joint solutions, ensure legal compliance, and advocate effectively for partners
• Track, measure, and report on the performance and impact of LLM partnerships to senior leadership, including the CGO and CEO
• Manage relationships post-deal to ensure mutual success, identify new collaboration opportunities, and optimize ongoing engagements as the LLM landscape evolves

Benefits

• Flexible comprehensive employee benefit package that is 90% paid by the company
• We encourage usage of our robust time-off allocations
• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation
• Generous discretionary Company Growth Bonus, paid annually
• Fully paid parking in the heart of downtown Austin, Texas
• Global workforce with employees in 20+ countries representing 35+ unique nationalities
• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company
• We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely