Nebius · 1 month ago
VP of Strategic Accounts
United States
Full-time
Hybrid
Director/Executive
$450K/yr - $500K/yr
12+ years expNebius is leading a new era in cloud computing to serve the global AI economy. The VP of Strategic Accounts will own a portfolio of high-value customer relationships and drive multi-year strategic commercial agreements to expand platform adoption and deliver scalable AI infrastructure.
AI InfrastructureCloud InfrastructureGPUIaaSPaaS
Responsibilities
Own a portfolio of Nebius’ largest global customers, including frontier AI labs, hyperscalers, ISVs, and enterprise AI platforms with >$100M annual spend potential. Demonstrate strong strategic vision by shaping long-term, multi-region account trajectories
Develop and execute multi-year, account-specific growth strategies aligned to customer roadmaps and Nebius’ capacity planning. Exhibit customer obsession by deeply understanding customer needs and proactively shaping solutions
Build deep, trusted partnerships with C-level executives, technical leadership, procurement, and operational teams, showcasing executive influence and credibility across complex stakeholder environments
Drive adoption of Nebius’ AI/ML compute, storage, networking, and emerging platform services through technical fluency that strengthens trust with engineering and product leaders
Lead complex commercial negotiations—including multi-year commitments, capacity reservations, and scaling agreements—with a combination of operational rigor, strategic thinking, and deal creativity
Achieve and exceed annual revenue targets and growth KPIs aligned to Nebius’ strategic objectives, applying disciplined forecasting and revenue planning methods
Executive Partner closely with Product, Engineering, Operations, and Capacity teams to ensure delivery against customer demand, SLAs, and future roadmap needs, operating effectively across global regions and technical domains (global collaboration)
Serve as the executive voice of the customer, influencing product and infrastructure strategy for large-scale AI workloads. Leverage customer obsession and strategic vision to advocate for long-term customer success
Coordinate solution engineering and technical delivery teams to ensure architectural success, operational alignment, and long-term stickiness
Build and mentor a small, high-performing team of Strategic Account Directors as Nebius scales, instilling the same customer-first mindset, operational discipline, and strategic thinking required for managing complex AI customers
Develop playbooks, processes, and frameworks for managing the world’s most advanced and demanding AI organizations, emphasizing operational rigor and repeatable excellence
Represent Nebius externally at executive briefings, industry events, and strategic customer summits, demonstrating polished executive presence and thought leadership
Create robust forecasting models that align with GPU supply, datacenter capacity, and long-term customer scale, maintaining a high bar for operational rigor and internal alignment
Ensure accurate CRM hygiene, risk management, and executive visibility into account health through disciplined execution
Drive internal alignment on capacity, pricing, roadmap requirements, and delivery timelines while collaborating across globally distributed teams
Qualification
Required
12+ years of enterprise sales experience, including 5+ years managing global, nine-figure cloud or AI/ML accounts, with proven strategic vision driving long-term customer growth
Proven success owning and growing strategic relationships with hyperscalers, frontier AI companies, or large-scale compute consumers, demonstrating executive influence and high-level stakeholder management
Deep understanding of cloud infrastructure, GPU compute, networking, ML workloads, and AI scaling challenges, supported by strong technical fluency that enables trusted engagement with engineering leaders
Demonstrated excellence in complex commercial negotiations, multi-year deal strategy, and executive relationship management, balancing strategic planning with operational rigor in forecasting and revenue planning
Experience working cross-functionally in highly technical environments (product, engineering, ops, legal, finance) and thriving in global collaboration across regions and disciplines
Strong executive presence with the ability to influence C-level leaders internally and externally, combined with an exceptional customer-obsessed approach to solving problems and creating long-term value
Sales Expertise: Track record of meeting/exceeding sales quotas, closing large-scale deals, and nurturing multi-year enterprise relationships
Excellent Communication Skills: Superior written, verbal, and presentation abilities, with the capacity to translate complex technical concepts into business value for executive audiences
Problem-Solving Ability: Strong analytical and creative thinking skills to diagnose customer challenges and architect tailored solutions aligned to long-term growth strategies
CRM Proficiency: 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%
Preferred
Prior experience at an AI infrastructure provider, hyperscaler, hardware provider (GPU/accelerators), or high-growth cloud startup
Background supporting customers in frontier AI, LLM training, HPC, or large-scale distributed workloads
Experience navigating capacity planning, GPU shortages, and multi-region infrastructure expansions with operational rigor and structured execution
MBA or advanced technical degree a plus
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.
Company
Nebius
The Nebius AI Cloud brings powerful full-stack infrastructure for AI developers and practitioners across startups, enterprises and science institutes to build and deploy generative AI applications and rapidly deliver scientific breakthroughs by training and running ML models within a secure, high-performance, and cost-optimized cloud environment.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$1.04B2025-06-04Debt Financing· $1B
2025-05-15Grant· $45M
2024-12-02Seed
Leadership Team
E
Evan Helda
Head of Physical AI
Vinita Ananth
Sr. Director of Product
Recent News
2025-10-25
Company data provided by crunchbase