Head of Partnerships - Instawork Robotics Labs

Instawork is on a mission to create meaningful economic opportunities for skilled hourly professionals in communities around the globe. Our AI-powered labor marketplace helps local businesses scale, and enables global technology companies to push the frontiers of robotics and AI. Backed by world-class investors like Benchmark, Spark Capital, Craft Ventures, Greylock, Y Combinator, and others, we’re looking for exceptional talent to reimagine the way the world works.

The Mission Instawork is building the data engine for the future of Physical AI. We are looking for a Head of Partnerships to build and lead our India business partners. You will be responsible for identifying, developing, and onboarding thousands of small, medium and large businesses across India to help build the pipeline for Robotics data collection. The opportunity is to connect Instawork's technology, labor marketplace, and operational scale with the world's leading robotics companies and turn real-world work into the high-quality data required to train and improve the next generation of physical AI.

This is a highly entrepreneurial role for a senior partnerships leader who wants to build something from the ground up and work directly with company leadership. What You'll Own Build the Partnerships Engine for Small, Medium and Large businesses in India Own the  partnerships strategy across hospitality, logistics, manufacturing, warehousing, retail, and other labor-intensive industries.

Build and eventually lead the partnerships team, processes, systems, and operating cadence. Establish clear goals and metrics for pipeline generation and business acquisition Execute large business partnerships with industrial, co-operative and government bodies that work with multiple businesses Develop repeatable playbooks for partner identification, outreach, qualification, negotiation, and conversion.

Work Directly with Leadership Partner closely with the CEO and Head of Robotics on the company's partnership strategy. Bring market intelligence, partner feedback, and new opportunities directly to leadership. Move quickly from strategy to execution, with a strong bias toward action and measurable outcomes. Who You Are 10+ years of experience in partnerships, business development, strategic alliances, or a similar commercial leadership role.

Proven track record of managing fleet on street and also building and closing large B2B partnerships. Experience building a partnerships or business development function from the ground up is highly preferred. Strong network across hospitality, logistics, manufacturing, warehousing, retail, marketplaces, or other labor-intensive industries is a major plus. Entrepreneurial mindset—you enjoy building rather than inheriting an established playbook.

Extremely strong bias for action and ownership. You see a problem and figure out how to solve it. Comfortable operating with ambiguity, limited structure, and rapidly changing priorities. Excellent communication, negotiation, and relationship-building skills. Commercially sharp, highly driven, and comfortable being measured by outcomes. What Success Looks Like Build a strong pipeline of businesses across India.

Close and launch high-impact partnerships with multiple industrial, cooperative or government organizations Establish a repeatable  partnership acquisition playbook. Create a scalable partnerships organization and operating model. Help position Instawork as a critical infrastructure partner for companies building the future of Physical AI.   Our Values  Empathy, Trust & Candor We put ourselves in the shoes of our colleagues and customers and don’t shy away from uncomfortable conversations, instead building trust through honest and direct feedback.

Bias for Action We practice high-velocity decision-making, clear-eyed that we often operate with incomplete information. Growing quickly means it’s OK to be wrong, so long as we learn from our mistakes and course correct! Alw