VP of Strategic Accounts

The role

The VP of Strategic Accounts will lead Nebius’ highest-value customer relationships-owning a portfolio of global, complex accounts with $100B+ and multi $B annual AI infrastructure potential. This leader is responsible for deepening executive-level partnerships with frontier AI labs, hyper-scalers, large scale ISVs, global technology platforms, and the world’s largest enterprise AI consumers.

This role is central to Nebius’ long-term growth strategy. You will drive multi-year strategic commercial agreements, expand platform adoption, and coordinate cross-functional teams across GTM, Product, Engineering, and Operations to deliver scalable, reliable AI infrastructure at massive global scale.

The ideal candidate is an established enterprise sales leader with a proven track record owning and growing nine-figure strategic accounts in cloud, AI/ML, GPU infrastructure, or highly technical platform environments.

You are welcome to work remotely from the United States.

Your responsibilities will include:

Strategic Account Leadership

• 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.

Revenue Ownership & Expansion

• 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 Influence & Cross-Functional Alignment

• 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.

GTM Expansion & Leadership

• 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.

Operational Excellence

• 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.

We expect you to have:

• 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%

It will be an added bonus if you have:

• 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.

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, ranging from 450k - 500k OTE plus equity based on your experience.