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Regional Sales Director – West Digital AI Natives

San Francisco Bay Area, California, United States

Why work at Nebius
Nebius is leading a new era in cloud computing to serve the global AI economy. We create the tools and resources our customers need to solve real-world challenges and transform industries, without massive infrastructure costs or the need to build large in-house AI/ML teams. Our employees work at the cutting edge of AI cloud infrastructure alongside some of the most experienced and innovative leaders and engineers in the field.

Where we work
Headquartered in Amsterdam and listed on Nasdaq, Nebius has a global footprint with R&D hubs across Europe, North America, and Israel. The team of over 1400 employees includes more than 400 highly skilled engineers with deep expertise across hardware and software engineering, as well as an in-house AI R&D team.

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

 

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.

We’re growing and expanding our products every day. If you’re up to the challenge and are excited about AI and ML as much as we are, join us!

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.

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