RVP, Strategic Sales

Nebius • San Francisco, CA

2d

About The Position

Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.
Where we work
Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 1400 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.
The team
Nebius is building a world-class commercial organization to match the scale of our infrastructure platform. Our GTM leadership team operates with high trust, direct access to Product and Engineering, and the mandate to define how Nebius competes and wins in the enterprise. You will join a senior leadership bench that values clarity, accountability, and speed — with fewer layers and more impact than the hyperscalers.
The role
Nebius is seeking a Strategic Sales Leader to build and lead our highest-impact go-to-market motion: Frontier AI Labs, hyperscalers, and the Top 25 global enterprise accounts.
This role owns the most critical revenue outcomes in the Americas — including a small number of multi-hundred-million to billion-dollar infrastructure opportunities that will define Nebius’s trajectory.
This leader will:
Act as the executive deal captain on the company’s largest and most complex pursuits
Build and lead a team of Strategic AEs
Orchestrate NVIDIA, ISV, and channel partners as a core part of the selling motion
Establish Nebius as the default AI infrastructure partner for the most demanding AI workloads
This is not a traditional sales leadership role — it is a company-building role at the center of our most strategic deals and partnerships.
Success will be measured not only by direct revenue, but by partner-influenced pipeline, multi-year capacity commitments, and lighthouse customer acquisition.
Partner & NVIDIA Motion
Own and operationalize a partner-led growth model across strategic accounts:
Build and execute joint account plans with NVIDIA (field, enterprise, and executive levels)
Co-develop and close deals alongside NVIDIA, OEMs, and strategic SIs (e.g., Accenture, Deloitte, WWT)
Activate ISV and platform partners to embed Nebius into customer architectures
Lead co-sell motions that combine GPU infrastructure, software ecosystem, and services
Drive partner-influenced pipeline as a measurable revenue source, not an overlay

Requirements

• 10+ years of enterprise cloud or infrastructure sales experience, with a proven track record in AI, GPU, or HPC environments.
• 5+ years of leadership experience managing Strategic or Enterprise sales teams in high-growth or enterprise technology companies.
• Demonstrated success closing large, multi-million-dollar infrastructure or platform agreements with Fortune 500 organizations, AI labs, or hyperscale technology companies.
• Strong executive presence — you reframe C-level priorities, shape strategic direction, and build trusted relationships across technical and business leadership.
• Deep commercial rigor — data-driven forecasting, cost model translation, opex vs. capex framing, and competitive displacement logic.
• Builder mindset — you’ve built sales teams, defined segment strategies, and created scalable GTM motions where none existed.
• Experience multi-threading complex strategic accounts across engineering, procurement, and executive stakeholders.
• High energy, ownership mentality, and consistent overachievement against targets.
• Proven experience co-selling with NVIDIA or equivalent ecosystem partners on large infrastructure deals
• Track record of closing $25M–$100M+ ARR or $100M+ TCV strategic agreements
• Experience navigating capacity-constrained environments and supply-driven sales cycles

Nice To Haves

• Direct experience selling to Frontier AI Labs or AI-native enterprises.
• Background in GPU infrastructure, high-performance compute, or AI model training environments.
• Experience building enterprise GTM strategy from early-stage or high-growth companies.
• Established executive network within top AI and enterprise software organizations.
• Experience partnering with storage, networking, and ecosystem providers to deliver end-to-end solutions.
• Prior leadership at a hyperscaler or neo-cloud (e.g., AWS, Azure, GCP, CoreWeave, Lambda).

Responsibilities

• Define and execute the strategic sales motion for Frontier AI Labs and Top 25 global enterprise accounts.
• Hire, develop, and lead a team of Strategic Account Executives — setting performance standards, coaching on complex deal cycles, and building a culture of ownership and accountability.
• Own revenue targets across the strategic account portfolio, with full accountability for multi-year ARR growth.
• Personally engage (ie hands-on) in executive-level, multi-million-dollar infrastructure negotiations — leading with business value and connecting P&L impact to architectural trade-offs.
• Build and execute multi-threaded account strategies across technical, procurement, and C-suite stakeholders.
• Establish forecasting rigor, pipeline discipline, and enterprise sales standards that scale with the organization.
• Develop long-term land-and-expand strategies within key accounts — positioning Nebius as a strategic infrastructure partner, not a vendor.
• Partner cross-functionally with CSA, Capacity Planning, Product, Marketing, and Partnerships to align resources against the highest-value opportunities.
• Evangelize Nebius’s NVIDIA-based GPU platform (H100, H200, B200, GB200 NVL72, and beyond) for training, inference, and production AI workloads.
• Represent Nebius in high-level customer engagements, executive briefings, and industry forums.
• Lead a small number of “must-win” lighthouse deals with full executive visibility
• Align capacity planning and supply strategy with deal execution (critical in your world)
• Drive joint NVIDIA + Nebius executive engagement cadence across top accounts
• Build repeatable strategic pursuit playbooks (POC → scale → multi-year commit)

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: Executive
• Education Level: No Education Listed