The role Nebius is seeking a Sales Leader to own and scale our go-to-market strategy across the digital business segment, which includes Digital Native Businesess (DNB), Infdependent Software Vendors (ISV), and Gaming customers. These organizations are increasingly embedding AI into their platforms and require scalable, high-performance GPU infrastructure to support model training, inference, and AI-native product development.
This leader will define the segment strategy, build and manage a team of ISV-focused Account Executives, and drive multi-year, strategic infrastructure partnerships within the ISV ecosystem. The role demands fluency in ISV business models, SaaS economics, and product-driven growth - paired with the ability to compete against hyperscalers for enterprise platform workloads.
This is a build-stage leadership role. We are creating this motion from the ground up and need a leader who brings both strategic clarity and hands-on execution.
This leader will also build and scale an ecosystem-led growth motion - partnering with ISVs, VCs, and strategic platforms to embed Nebius into customer products and accelerate multi-logo adoption.
Success will be measured not only by direct revenue, but by partner-influenced pipeline, multi-year capacity commitments, and lighthouse customer acquisition.
You are welcome to work remotely from the US.
Your responsibilities will include: - Define and execute the go-to-market strategy for large digital businesses.
- Hire, develop, and lead a team of Enterprise Account Executives focused on digital customers - setting performance standards, coaching deal execution, and building a high-accountability culture.
- Own revenue targets and multi-year ARR growth within the segment.
- Develop account segmentation, prioritization, and coverage models across 100+ named accounts.
- Personally lead and support high-value, complex enterprise negotiations - connecting infrastructure decisions to ISV product economics and competitive positioning.
- Build multi-threaded relationships across product, engineering, infrastructure, and executive leadership within ISVs.
- Establish forecasting discipline, pipeline hygiene, and revenue predictability across the segment.
- Partner cross-functionally with Product, CSA, Marketing, Capacity Planning, and Partnerships to deliver differentiated value.
- Drive land-and-expand motions across AI workloads, new product launches, and platform modernization initiatives.
- Evangelize Nebius's NVIDIA-based GPU platform (H100, H200, B200, GB200 NVL72, and beyond) for training, inference, and production AI workloads.
- Represent Nebius in executive briefings, industry forums, and ecosystem events.
We expect you to have: - 10+ years of enterprise cloud or infrastructure sales experience, with significant exposure to the digital ecosystem.
- 5+ years of leadership experience managing Enterprise or Strategic sales teams.
- Proven success closing large, multi-million-dollar infrastructure agreements with global digital companies ($1B+ revenue).
- Strong understanding of digital business models, SaaS economics, and how product architecture drives infrastructure decisions.
- Experience competing against or selling directly, hyperscalers and large cloud providers for enterprise platform workloads.
- Builder mindset - you've created segment strategies, coverage models, and scalable GTM motions where none existed.
- Track record of building and scaling new enterprise segments within high-growth companies.
- High energy, ownership mentality, and consistent overachievement against targets.
It will be an added bonus if you have: - Experience selling GPU infrastructure, HPC, or AI-native platforms to large software companies.
- Background working with digital customers embedding AI into their products.
- Experience structuring multi-year strategic infrastructure partnerships.
- Established executive network within large enterprise software organizations.
- Prior leadership at a hyperscaler or neo-cloud (e.g., AWS, Azure, GCP, CoreWeave, Lambda).
- Experience working in high-growth or neo-cloud environments.
Key Employee 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 We offer competitive salaries - Accelerators for overachievement and equity participation available.
What we offer - 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.
