Industry Development Specialist, AI Natives

NVIDIA•Santa Clara, CA

About The Position

NVIDIA is seeking an Industry Development Specialist to grow relationships with AI-native companies. The role manages and develops a portfolio of startups, model builders, AI platforms, neoclouds, inference providers, and developer-first AI companies. It identifies technical and business priorities, develops qualified opportunities, coordinates internal and partner resources, and helps customers build and scale on NVIDIA platforms. The specialist works across account management, solution architecture, Developer Relations, business development, product, marketing, channel, and ecosystem partners. The role is accountable for achieving assigned quota, managing accounts and opportunities through the sales cycle, supporting customer discovery and technical validation, coordinating commercial activities, maintaining CRM and forecast records, and supporting post-sale expansion. Accounts whose scale or complexity requires broader field engagement are elevated as appropriate.

Requirements

At least 4 years of relevant inside sales, account development, business development, customer-facing go-to-market, or technology sales experience.
At least 2 years of experience supporting AI-native companies, startups, developer platforms, cloud services, or closely related technology markets.
Understanding of AI company business models, developer-led adoption, model development, inference, and cloud infrastructure choices.
Demonstrated ability to manage an assigned portfolio, create and qualify pipeline, prioritize accounts, and independently progress opportunities in Salesforce or a similar CRM.
Experience supporting commercial activities including proposals, pricing coordination, internal approvals, negotiation, contracting, forecasting, and closing.
Ability to lead customer discovery, connect technical capabilities to business outcomes, and coordinate account managers, technical teams, business development, marketing, channel, and partners for validation and opportunity progression.
Strong written, verbal, organizational, and interpersonal skills; disciplined forecasting and CRM hygiene; and ability to use approved AI-assisted research and workflow tools responsibly.
Bachelor's degree or equivalent experience.

Nice To Haves

Experience working with startup founders, AI developers, model builders, or high-growth technology companies.
Knowledge of generative AI, large language models, inference services, open-source AI, and developer ecosystems.
Deep knowledge of AI Natives customer priorities, buying centers, ecosystem, and regulatory or operational considerations.
Experience with AI, accelerated computing, cloud, data center, networking, enterprise software, developer platforms, or infrastructure sales.
Track record of exceeding pipeline, opportunity progression, revenue, or quota-based sales goals.

Responsibilities

Achieve at least 100% of assigned quota through pipeline creation, opportunity progression, qualified customer engagement, and revenue-generating activity.
Manage and develop an assigned portfolio of emerging, underserved, whitespace, startup, Inception, and other net-new accounts by creating account plans, prioritizing opportunities, mapping stakeholders, and conducting focused outreach.
Build and progress pipeline through prospecting, discovery, solution positioning, proposals, pricing coordination, internal approvals, negotiation, contracting support, forecasting, and closing activities.
Engage founders, developers, and technical leaders to identify model development, training, inference, data, and infrastructure requirements.
Lead business and technical discovery, including workload identification, solution mapping, preliminary sizing, technical validation, demonstrations, and proof-of-concept coordination.
Coordinate account managers, solution architects, Developer Relations, product, marketing, business development, and other specialists while ensuring timely opportunity progression and customer follow-through.
Develop approved partner relationships; recommend appropriate channel, cloud, software, services, marketplace, or partner-assisted routes; and coordinate joint plans and closes when appropriate.
Maintain accurate Salesforce records and forecast inputs, use approved AI-assisted research and workflow tools, support post-sale expansion, and elevate accounts requiring broader field engagement.