VP, Strategic Sales

About 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.

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)

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.

Qualifications

• 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).

Skills

• Strategic thinking and ability to drive complex, multi-year deals.
• Strong negotiation and relationship-building skills.
• Ability to manage multiple priorities and deadlines simultaneously.
• Excellent communication and presentation skills.
• Experience with AI, GPU, or HPC environments.

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.
• Compensation: Competitive salaries, ranging from 458K - 550K OTE – Accelerators for overachievement and equity participation available.

Pay

Competitive salaries, ranging from 458K - 550K OTE – Accelerators for overachievement and equity participation available.

Schedule

Flexible work schedule to accommodate the needs of the role and the candidate.