RVP, Strategic Sales

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. 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   Your responsibilities will include:   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)   We expect you to have:   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  ca