Director, Partner Field Sales (Global)

Nebius

6h • $334,000 - $385,000 • Remote

About The Position

Nebius is leading a new era in cloud computing to serve the global AI economy, creating tools and resources for customers to solve real-world challenges and transform industries without massive infrastructure costs or large in-house AI/ML teams. The company's employees work at the cutting edge of AI cloud infrastructure alongside experienced leaders and engineers. Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel, employing over 1400 individuals, including more than 400 highly skilled engineers and an in-house AI R&D team. Nebius is seeking a Director, Partner Field Sales (Global) to build and lead its partner sales overlay function. This revenue-carrying player-coach role involves converting partnerships into qualified pipeline and closed revenue in collaboration with the direct sales organization. The Director will own the conversion of partner-sourced and partner-influenced pipeline into revenue, leading co-sell execution with Sales, and establishing the foundation for a scalable global team across the US, EMEA, and APJ. This position acts as the bridge between Partnerships and Sales, ensuring the partner ecosystem drives revenue in the field, and offers an opportunity to build Nebius’ partner revenue engine from the ground up. This role is open to remote work in the US.

Requirements

• 10-15+ years in enterprise SaaS, cloud, AI, or data platforms
• Background across partner sales / alliances and direct sales
• Proven track record of driving partner-sourced pipeline and revenue
• Experience building or scaling co-sell motions
• History of influencing or closing complex, partner-involved deals
• Deep experience with: GSIs / SIs
• Resellers / VARs / Distribution
• ISVs / Tech partners
• Strategic partners
• Strong understanding of co-sell, marketplaces, and partner economics
• Builder mindset - comfortable creating structure from scratch
• Player-coach - willing to own deals while building a team
• Strong operator in matrixed environments
• Executive presence with Sales and partner leadership

Nice To Haves

• Familiarity with AI ecosystem (e.g., NVIDIA) strongly preferred

Responsibilities

• Design and implement the global partner  field operating model
• Define engagement across Partner Managers, Field Sales, and Partners
• Establish account mapping, opportunity routing, and co-sell frameworks
• Own partner-sourced and partner-influenced pipeline globally
• Personally drive pipeline creation and deal acceleration across key accounts
• Lead joint account planning with Sales, and our partner ecosystem
• Build repeatable plays across: Partner-sourced opportunities, Partner-influenced deals, Eventually marketplace and joint commercial models
• Partner with Sales leadership to embed partners into active deals
• Act as the bridge between Partnerships and Sales
• Drive field activation through joint GTM, events, and executive alignment
• Define and track: Partner-sourced pipeline, Partner-influenced revenue, Co-sell conversion and deal velocity
• Build forecasting and reporting with Partner Operations (Salesforce)
• Run weekly pipeline forecasting calls and co-sell reviews
• Start hands-on, then hire and lead regional Partner Field Sales leaders (US, EMEA, APJ)
• Establish a high-performance culture of ownership and execution

Benefits

• Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
• 401(k) plan: Up to 4% company match with immediate vesting.
• Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
• Remote work reimbursement: Up to $85/month for mobile and internet.
• Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.
• Competitive salary and comprehensive benefits package.
• Opportunities for professional growth within Nebius.
• Flexible working arrangements.
• A dynamic and collaborative work environment that values initiative and innovation.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed
• Number of Employees: 501-1,000 employees