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Freelance Data Partnerships LeadToloka · European Union, Serbia, Georgia
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Toloka

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Freelance Data Partnerships Lead

🗓️ Posted 2026-09-09 European Union, Serbia, Georgia Hybrid Sales
💰 Salary Not shared 📊 Market 4,500 EUR–7,500 EUR/mo

About the Company

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 global 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 , Israel , Czech Republic , Serbia , and more. We are headquartered in Amsterdam. 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.

Responsibilities

  • ● 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.
  • ● 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.

Requirements

  • ● 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
  • ● 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.
  • ● Official Communication: Our recruiting team will only contact you from an official " toloka.ai " email address. We will NEVER use Gmail, Yahoo, Tolokainc, toloka.inc, or other personal or seemingly business email accounts.
  • ● Our Process: We will never ask for your bank account details, credit card number, or any fees as part of the application or interview process.
  • ● Official Listings: All legitimate job openings are posted on our official careers page: https://toloka.ai/careersjob-list