Strategic Partnerships

Job description

COMPANY OVERVIEW Realm http://realmalliance.com builds AI for the mining industry. We integrate with existing mine infrastructure — cameras, SCADA systems, drones, and data repositories — to predict equipment failures, detect unsafe behaviors, and optimize operations. Our platform deploys intelligence in various ways to improve productivity and safety — monitoring PPE compliance via computer vision, optimizing froth flotation processes, analyzing longwall shearer performance, tracking MSHA citation patterns, and more. Our founders started their careers at Palantir before going on to build Blend Labs (publicly traded fintech, founded as CTO) and Even (acquired by Walmart). Our leadership team brings experience from Uber, Metropolis, and other high-bar organizations. We're a small, senior team that ships daily to production mines. AI isn't just our product — it's how we build. We're an AI-first engineering team that uses the latest models and tooling throughout our development process, moving faster and at higher quality than traditional teams our size. Our culture values high agency, deep ownership, collaboration, and autonomy across a fully remote workforce. Teams here move quickly and make meaningful contributions to a product that shapes global industrial outcomes. THE ROLE Realm is winning in coal. We're live at major operations in the Alabama met coal corridor, delivering AI-driven safety and production to some of the most demanding mining operations in America. The question now isn't whether the product works. It's how fast we can put it in front of the right people at the right companies. That's where you come in. We're hiring a Strategic Partnerships hire to expand into large mining and industrial enterprises. These are publicly traded companies running hundreds of millions to billions in annual revenue, with complex buying processes, multiple stakeholders, and long decision cycles. The pilot you close this year is the foundation for a multi-site, multi-year relationship next year. This role reports to our Head of Operations & Business and will work with our CEO on a very regular basis. WHAT YOU'LL DO Build and own a strategic account pipeline. Identify the right targets across mining and adjacent industrial verticals. Map the organizations, understand the power structure, and build relationships at multiple levels, from operations managers to C-suite. You’re not afraid to make cold calls and take the long-term relationship all the way. Lead enterprise sales cycles. Manage complex, multi-stakeholder sales processes from first conversation to signed agreement. Comfortable with long cycles, procurement processes, and the patience required to move large organizations. Overtime these will become multi-million dollar enterprise agreements by demonstrating value early and building internal champions. Represent Realm at the highest level. Attend industry conferences, executive briefings, and site visits. You are often the first impression of the company with senior decision-makers. You bring credibility, polish, and the ability to hold a room. Feed intelligence back into the company. You will hear things in the field that matter to product, pricing, and positioning. We expect you to bring that back and shape how Realm evolves. WHAT WE'RE LOOKING FOR Must-Have - 6+ years of total experience, with meaningful time spent in enterprise sales or business development and a track record of closing and expanding large accounts - Experience selling multi-mullion dollar bespoke deals to old school industry with physical locations and boots on the ground operations - mining, manufacturing, oil & gas, parking, and the like - Experience managing long-cycle, multi-stakeholder sales processes at companies with complex buying structures - Comfort operating at the VP and C-suite level; able to build trust with senior executives over time, not just close a meeting - Polished communication: formal presentations, executive conversations, and written materials all need to be at a high standard - Strategic, patient mindset; you understand that the right $200K deal this year is worth more than a forced $1M deal that doesn't land - Strong writing and documentation skills; you can put together materials that reflect well on Realm without heavy support - Willingness to travel, including to mine sites and remote locations (approximately 15-30% of the time) - Based near a major US hub for travel - US Citizen or permanent resident Strong Preference - Existing network in mining, energy, or heavy industrial sectors strongly preferred; you know who runs operations at the major producers - Familiarity with how large mining or energy companies budget, approve, and implement new technology - Prior experience at an early-stage company where you helped build the go-to-market motion, not just execute someone else's playbook WHO YOU ARE You've done enterprise sales before and you know the difference between a deal that closes fast and a relationship that lasts. You're not in a hurry to win the wrong way. You're comfortable with ambiguity and long feedback loops because you've seen how large accounts develop over time. You also care about what you're selling. Realm is solving real problems for people working in difficult environments. That context matters to you and shows up in how you engage with customers. You're low-ego, prepared, and credible. You don't need a large team around you to show up well in a room. WHY REALM - Category-defining company at the intersection of AI, industrial operations, and safety - Product that is live, working, and generating real customer results today - Small, high-caliber team where your contributions are visible and your equity is meaningful - Direct access to leadership and real influence over how the company grows - Dynamic, remote work environment with global reach PERKS/BENEFITS 🏥 Full medical, dental, and vision benefits 🌴 Unlimited PTO 💰401(k) with 4% safe-harbor match 📈 Equity in an early-stage, fast-growing company 💻 Home office allowance