Product Partnerships Lead, Public Sector

Who we are At Twelve Labs, we are pioneering the development of cutting-edge multimodal foundation models that have the ability to comprehend videos just like humans do. Our models have redefined the standards in video-language modeling, empowering us with more intuitive and far-reaching capabilities, and fundamentally transforming the way we interact with and analyze various forms of media. With a remarkable $107 million in Seed and Series A funding, our company is backed by top-tier venture capital firms such as NVIDIA’s NVentures, NEA, Radical Ventures, and Index Ventures, and prominent AI visionaries and founders such as Fei-Fei Li, Silvio Savarese, Alexandr Wang and more. Headquartered in San Francisco, with an influential APAC presence in Seoul, our global footprint underscores our commitment to driving worldwide innovation. We are a global company that values the uniqueness of each person’s journey. It is the differences in our cultural, educational, and life experiences that allow us to constantly challenge the status quo. We are looking for individuals who are motivated by our mission and eager to make an impact as we push the bounds of technology to transform the world. Join us as we revolutionize video understanding and multimodal AI. About the Role: The TwelveLabs Go-to-Market (GTM) organization exists to empower developers and enterprises to build intelligent video applications with the TwelveLabs platform. Within GTM, the Global Partnerships team focuses on establishing high-leverage, strategic collaborations that amplify the reach of TwelveLabs' multimodal foundation models and unlock meaningful enterprise value. As the Public Sector Partnerships Lead, you will own the strategy, development, and execution of partnerships across the public sector ecosystem, including hyperscaler government cloud teams, systems integrators, and specialized public sector technology partners. Reporting directly to the Head of Strategic Partnerships, you will be a key leadership voice within our emerging Public Sector organization, responsible for building the partner foundation that drives pipeline, influences revenue, and accelerates TwelveLabs' presence across federal, state, local, and defense customers. This role combines deep public sector expertise with partnership development at its core. You will cultivate relationships with the field teams at hyperscalers while also building a network of systems integrators and resellers who can bring TwelveLabs' video understanding capabilities to mission-critical use cases. You will thrive here if you understand how government technology procurement works, can navigate complex partner ecosystems, and want to shape a new market category from the ground up. In this role, you will: - Develop and execute public sector partnership strategy by identifying, prioritizing, and cultivating relationships with hyperscaler government teams, systems integrators, and ecosystem partners that align with TwelveLabs' public sector growth objectives. - Drive top-of-funnel pipeline for the Public Sector sales team by activating partner co-sell motions, joint marketing initiatives, and partner-sourced lead generation programs across federal, defense, and SLED markets. - Build and manage relationships with key partners including AWS GovCloud, Azure Government, Google Public Sector, and leading systems integrators (e.g., Booz Allen, SAIC, Leidos, Accenture Federal Services) to unlock joint opportunities and accelerate deal cycles. - Navigate compliance and procurement landscapes by partnering with internal teams to ensure TwelveLabs meets the certifications, contract vehicles, and security requirements necessary for public sector adoption (FedRAMP, IL levels, etc.). - Collaborate cross-functionally with Product, Engineering, Legal, and Security teams to translate public sector partner requirements into product roadmap inputs and go-to-market priorities. - Represent TwelveLabs at government technology conferences, partner summits, and industry events to build awareness and credibility within the public sector AI ecosystem. - Track and report on partnership performance metrics including partner-influenced pipeline, partner-sourced revenue, and strategic milestone achievement—providing regular updates to leadership. You may be a good fit if you have: - 10+ years of experience in public sector technology partnerships, business development, or ecosystem development—with demonstrated success building partner programs that drive measurable pipeline and revenue impact. - Deep understanding of the public sector technology landscape, including federal procurement processes, contract vehicles (GSA, GWACs, BPAs), compliance frameworks (FedRAMP, IL2-IL6), and the unique dynamics of selling to government customers. - Experience working with hyperscaler government cloud teams—AWS GovCloud/AWS Government Regions experience is highly preferred. Familiarity with Azure Government or Google Public Sector is a plus. - Established relationships with major defense and federal systems integrators and an understanding of how SI partnerships drive enterprise value in government markets. - Strong strategic and analytical thinking - you can evaluate partnership opportunities, build business cases, and articulate the path from partner engagement to revenue impact. - Excellent communication and executive presence. You can navigate conversations with government program managers, partner executives, and internal stakeholders with equal confidence. - High tolerance for ambiguity and a builder mentality. TwelveLabs is an early-stage startup, and you will be foundational in standing up our public sector partner ecosystem from scratch. - A genuine passion for the future of AI in government and defense applications, and the opportunity to bring transformative video understanding capabilities to mission-critical use cases. Interviews All virtual interviews will be conducted via video. To support identity verification and interview integrity, candidates may be asked to present a government-issued ID. Candidates may also be requested to disable video filters and use a clear, unobstructed background to facilitate effective communication. Benefits and Perks 🤝 An open and inclusive culture and work environment. 🚀 Work closely with a collaborative, mission-driven team on cutting-edge AI technology. 🏥 Full health, dental, and vision benefits ✈️ Extremely flexible PTO and parental leave policy. Office closed the week of Christmas and New Years. 🛂 VISA support where applicable 🌍 Must be able to travel up to 10% of the time annually to attend conferences, off-site meetings, and other business-related events as required by the role.