Company Intro
At Toloka AI we create data that powers leading GenAI models and innovations. We work with frontier labs, big tech, renowned AI startups, enterprises and non-profit research organizations worldwide. We use a combination of Experts + Crowd + Tech Platform to teach AI models to reason and evaluate their efficacy and safety. We have experts in more than 50 different domains - from doctors and lawyers to physicists and engineers—and boast one of the most diverse integral crowds,representing over 100 countries and speaking 40+ languages . We are a well-funded startup with an enviable portfolio of clients including Anthropic , Amazon , Microsoft , poolside , Recraft , and Shopify .
Recently, we secured strategic investment led by Bezos Expeditions with participation from Mikhail Parakhin , CTO of Shopify and board advisor to leading GenAI companies, who now serves as our Chairman of the Board. Our remote-first team is globally distributed around the world: USA , UK , the Netherlands , Serbia , and more. We are headquartered in Amsterdam.
About the Position
Toloka delivers high quality human data to frontier AI labs. We're scaling a new direction: data that comes from real businesses and real company data . You will be the person who finds these partners and gets deals signed, working alongside the partnerships PMs, delivery, legal, and sales.
This is a founding role.
You are the first and for a while, the only person in this function. You inherit everything already in motion and own it end-to-end. This is a great opportunity to build the function itself.
What you'll do
- Source partners outbound. Build target lists of businesses that have never sold data before - factories, warehouses, pharmacies, retail and service businesses across world, plus data providers and aggregators who collect with their own hardware and people, and companies open to licensing their operational data.
- Open doors and pitch. Convert cold outreach and warm intros into meetings with owners, GMs,
and ops leaders and sell a value prop most of them have never heard.
- Structure and close deals. Small paid pilots that scale into ongoing collection.
- Run partners through our process hand-in-hand with Legal, Finance, Sales. You'll negotiate workable structures for non-standard counterparties.
What success looks like (first 90 days)
- First 2–3 collection partners signed across at least two regions, with pilots delivering hours of usable data.
- A qualified pool of ~10 data-provider / company-dataset leads with samples evaluated; 1–2 real-company datasets brought to the term‑sheet stage.
- A documented partner playbook so the motion becomes repeatable and the function can grow.
- The function has an owner: the in-flight streams consolidated under you, a clear operating cadence with all cross-functions.
What we're looking for
- 5+ years in business development, strategic partnerships, or commercial sourcing with deals you sourced and closed yourself, not inbound account management.
- You've built a function or developed a new stream from zero before and you're comfortable being the only person in it for the first months, doing the unglamorous work yourself.
- A real outbound muscle: you've built target lists, run funnels, and know your own conversion numbers.
- Negotiation range: comfortable with both an SMB owner deciding in one call and a mid-market exec with legal and procurement behind them. Experience negotiating data-, IP-, or -content-heavy contracts is a strong plus.
- 0 to 1 tolerance: no playbook, targets that form as you go, unglamorous early work. You convert chaos into process
What We Can Offer
- Contract (B2B) collaboration , with a path into a project team if things go well;
- Flexible, fully remote schedule (40 hours per week );
- Work at the leading edge of AI development, alongside a dedicated and dynamic team of experts;
- Projects with customers that are AI industry leaders and well-known household names;
- Friendly community.
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📌 Freelance Data Partnerships Lead (España)
🏢 Toloka
📍 España