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.
Role Overview
The Regional Sales Manager – Digital AI Natives is responsible for leading, scaling, and delivering the AI Native revenue strategy across the Western United States. This leader manages a team of 8 quota-carrying Account Executives and is fully accountable for regional revenue attainment, pipeline generation, forecast accuracy, and disciplined execution of Nebius’ sales motion.
This role operates as a regional business owner — balancing frontline deal leadership with strategic planning, cross-functional orchestration, and talent development.
This is a hands-on leadership position for a high-caliber sales leader who thrives in technically complex, high-growth environments and can drive consistent execution across startup and enterprise AI-native customers. The role partners closely with Solutions Engineering, Marketing, Customer Success, Revenue Operations, and Executive Leadership to ensure coordinated regional performance.
Key Responsibilities
Sales Leadership & Execution
- Lead, coach, and develop a team of 8 quota-carrying Account Executives
- Own regional revenue targets, pipeline performance, and forecast accuracy
- Drive consistent execution of Nebius’ sales process across startup and enterprise segments
- Serve as an escalation point for complex deals, negotiations, and executive-level customer conversations
Regional Strategy & Growth
- Define and execute the West Region go-to-market strategy aligned with company objectives
- Identify priority verticals, strategic accounts, and partner opportunities within the AI ecosystem
- Collaborate with Marketing on regional demand generation and field initiatives
- Provide structured feedback to Product and Leadership on customer needs, competitive landscape, and market trends
Cross-Functional Collaboration
- Partner closely with Solutions Engineering to deliver technically credible, high-impact sales engagements
- Coordinate with Customer Success to ensure strong handoffs, customer retention, and expansion
- Work with Revenue Operations on territory planning, pipeline inspection, forecasting, and performance metrics
Team Development & Culture
- Recruit, onboard, and ramp top-performing sales talent as the region scales
- Conduct regular 1:1s, deal reviews, pipeline inspections, and coaching sessions
- Foster a culture of accountability, execution excellence, and continuous learning
Key Qualifications & Experience
Must-have requirements:
- 8+ years of B2B technology sales experience, including 3+ years managing quota-carrying sales teams
- Proven track record of leading regional or multi-rep teams in high-growth environments
- Experience selling complex, technical solutions (e.g., cloud infrastructure, AI/ML platforms, data platforms, developer tools)
- Demonstrated success meeting or exceeding revenue targets
- Strong forecasting discipline and experience operating in fast-paced sales organizations
- Ability to engage credibly with technical buyers and executive stakeholders
Preferred qualifications:
- Experience in AI, ML platforms, cloud infrastructure, or high-performance computing
- Background selling to AI startups, scale-ups, or enterprise innovation teams
- Experience scaling a region or building a sales team from an early or growth-stage GTM motion
- Prior exposure to remote-first or distributed sales teams
Competencies & Behavioral Traits
- Data-Driven Leadership & Analytical Rigor
Strong analytical skills with the ability to interpret pipeline data, forecast trends, territory performance, and conversion metrics to drive informed decision-making and accurate forecasting.
- Ownership Mentality & Proactive Problem-Solving
Demonstrates a high level of accountability for regional performance. Anticipates challenges, removes obstacles for the team, and drives solutions independently in a fast-paced environment.
- Cross-Functional Collaboration & Cultural Agility
Effectively partners with Solutions Engineering, Marketing, Customer Success, RevOps, and Leadership. Comfortable operating within distributed and cross-cultural teams in a remote-first environment.
- Strong Execution & Deal Leadership
Excellent project management capabilities, with the ability to manage complex, multi-stakeholder sales cycles. Skilled in negotiation strategy and supporting AEs through structured deal progression and closing.
- Customer-Centric Sales Leadership
Deep commitment to understanding customer business objectives and technical requirements. Coaches team members to tailor solutions to AI-native customer needs and deliver long-term value.
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 396k to 458k (On-Target Earnings) and equity based on your experience, skills, and location
Benefits & Perks:
- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
What's it like to work at Nebius:
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
Equal Opportunity Statement:
Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.
If you need accommodations during the application process, please let us know.
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