VP of Strategic Accounts

12+ years of enterprise sales experience 5+ years managing global, nine-figure cloud or AI/ML accounts Proven success owning and growing strategic relationships with hyperscalers, frontier AI companies, or large-scale compute consumers Deep understanding of cloud infrastructure, GPU compute, networking, ML workloads, and AI scaling challenges Demonstrated excellence in complex commercial negotiations, multi-year deal strategy, and executive relationship management Experience working cross-functionally in highly technical environments (product, engineering, ops, legal, finance) Strong executive presence Exceptional customer-obsessed approach Track record of meeting/exceeding sales quotas Closing large-scale deals Nurturing multi-year enterprise relationships Superior written, verbal, and presentation abilities Strong analytical and creative thinking skills Experience with CRM tools such as Salesforce, HubSpot, or similar Ability to build and maintain strong relationships with diverse global stakeholders Ability to travel as needed up to 50%

Own a portfolio of Nebius’ largest global customers, including frontier AI labs, hyperscalers, ISVs, and enterprise AI platforms with >$100M annual spend potential. Develop and execute multi-year, account-specific growth strategies aligned to customer roadmaps and Nebius’ capacity planning. Build deep, trusted partnerships with C-level executives, technical leadership, procurement, and operational teams. Drive adoption of Nebius’ AI/ML compute, storage, networking, and emerging platform services. Lead complex commercial negotiations—including multi-year commitments, capacity reservations, and scaling agreements. Achieve and exceed annual revenue targets and growth KPIs. Partner closely with Product, Engineering, Operations, and Capacity teams to ensure delivery against customer demand, SLAs, and future roadmap needs. Serve as the executive voice of the customer, influencing product and infrastructure strategy for large-scale AI workloads. Coordinate solution engineering and technical delivery teams. Build and mentor a small, high-performing team of Strategic Account Directors. Develop playbooks, processes, and frameworks for managing advanced AI organizations. Represent Nebius externally at executive briefings, industry events, and strategic customer summits. Create robust forecasting models that align with GPU supply, datacenter capacity, and long-term customer scale. Ensure accurate CRM hygiene, risk management, and executive visibility into account health. Drive internal alignment on capacity, pricing, roadmap requirements, and delivery timelines.