Director, Partner Field Sales (Global)
Why work at NebiusNebius 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 workHeadquartered 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.The role
Nebius is looking for a Director, Partner Field Sales (Global) to build and lead our partner sales overlay function - responsible for converting partnerships into qualified pipeline and closed revenue alongside the direct sales organization. This is a player-coach, revenue-carrying role. You will own the conversion of partner-sourced and partner-influenced pipeline into revenue, leading co-sell execution with Sales while building the foundation for a scalable global team across the US, EMEA, and APJ. You will sit at the intersection of Partnerships and Sales, ensuring our ecosystem of partners drives revenue in the field. This is an opportunity to build Nebius’ partner revenue engine from the ground up — turning a strong ecosystem into scalable, repeatable revenue. You're welcome to work remotely in the US.
Your responsibilities will include:
Own & Build the Partner Field Sales Motion
Design and implement the global partner → field operating model
Define engagement across Partner Managers, Field Sales, and Partners
Establish account mapping, opportunity routing, and co-sell frameworks
Own partner-sourced and partner-influenced pipeline globally
Drive Pipeline & Co-Sell Execution (Player-Coach)
Personally drive pipeline creation and deal acceleration across key accounts
Lead joint account planning with Sales, and our partner ecosystem
Build repeatable plays across:
Partner-sourced opportunities
Partner-influenced deals
Eventually marketplace and joint commercial models
Align with Sales & Activate the Ecosystem
Partner with Sales leadership to embed partners into active deals
Act as the bridge between Partnerships and Sales
Drive field activation through joint GTM, events, and executive alignment
Own Metrics & Performance
Define and track:
Partner-sourced pipeline
Partner-influenced revenue
Co-sell conversion and deal velocity
Build forecasting and reporting with Partner Operations (Salesforce)
Run weekly pipeline forecasting calls and co-sell reviews
Build and Scale the Team
Start hands-on, then hire and lead regional Partner Field Sales leaders (US, EMEA, APJ)
Establish a high-performance culture of ownership and execution
What Success Looks Like
Clear global partner to field motion adopted within 90 days
Measurable growth in partner-driven pipeline within 2 quarters
Repeatable co-sell plays across top partners
Sales teams consistently engaging partners to win deals
Regional team hired and ramping
We expect you to have:
10-15+ years in enterprise SaaS, cloud, AI, or data platforms
Background across partner sales / alliances and direct sales
Proven track record of driving partner-sourced pipeline and revenue
Experience building or scaling co-sell motions
History of influencing or closing complex, partner-involved deals
Domain Expertise:
Deep experience with:
GSIs / SIs
Resellers / VARs / Distribution
ISVs / Tech partners
Strategic partners
Familiarity with AI ecosystem (e.g., NVIDIA) strongly preferred
Strong understanding of co-sell, marketplaces, and partner economics
Builder mindset - comfortable creating structure from scratch
Player-coach - willing to own deals while building a team
Strong operator in matrixed environments
Executive presence with Sales and partner leadership
Key employee benefits in the US:
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 $306,000 - $382,500 OTE based on your experience.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!
Where we workHeadquartered 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.The role
Nebius is looking for a Director, Partner Field Sales (Global) to build and lead our partner sales overlay function - responsible for converting partnerships into qualified pipeline and closed revenue alongside the direct sales organization. This is a player-coach, revenue-carrying role. You will own the conversion of partner-sourced and partner-influenced pipeline into revenue, leading co-sell execution with Sales while building the foundation for a scalable global team across the US, EMEA, and APJ. You will sit at the intersection of Partnerships and Sales, ensuring our ecosystem of partners drives revenue in the field. This is an opportunity to build Nebius’ partner revenue engine from the ground up — turning a strong ecosystem into scalable, repeatable revenue. You're welcome to work remotely in the US.
Your responsibilities will include:
Own & Build the Partner Field Sales Motion
Design and implement the global partner → field operating model
Define engagement across Partner Managers, Field Sales, and Partners
Establish account mapping, opportunity routing, and co-sell frameworks
Own partner-sourced and partner-influenced pipeline globally
Drive Pipeline & Co-Sell Execution (Player-Coach)
Personally drive pipeline creation and deal acceleration across key accounts
Lead joint account planning with Sales, and our partner ecosystem
Build repeatable plays across:
Partner-sourced opportunities
Partner-influenced deals
Eventually marketplace and joint commercial models
Align with Sales & Activate the Ecosystem
Partner with Sales leadership to embed partners into active deals
Act as the bridge between Partnerships and Sales
Drive field activation through joint GTM, events, and executive alignment
Own Metrics & Performance
Define and track:
Partner-sourced pipeline
Partner-influenced revenue
Co-sell conversion and deal velocity
Build forecasting and reporting with Partner Operations (Salesforce)
Run weekly pipeline forecasting calls and co-sell reviews
Build and Scale the Team
Start hands-on, then hire and lead regional Partner Field Sales leaders (US, EMEA, APJ)
Establish a high-performance culture of ownership and execution
What Success Looks Like
Clear global partner to field motion adopted within 90 days
Measurable growth in partner-driven pipeline within 2 quarters
Repeatable co-sell plays across top partners
Sales teams consistently engaging partners to win deals
Regional team hired and ramping
We expect you to have:
10-15+ years in enterprise SaaS, cloud, AI, or data platforms
Background across partner sales / alliances and direct sales
Proven track record of driving partner-sourced pipeline and revenue
Experience building or scaling co-sell motions
History of influencing or closing complex, partner-involved deals
Domain Expertise:
Deep experience with:
GSIs / SIs
Resellers / VARs / Distribution
ISVs / Tech partners
Strategic partners
Familiarity with AI ecosystem (e.g., NVIDIA) strongly preferred
Strong understanding of co-sell, marketplaces, and partner economics
Builder mindset - comfortable creating structure from scratch
Player-coach - willing to own deals while building a team
Strong operator in matrixed environments
Executive presence with Sales and partner leadership
Key employee benefits in the US:
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 $306,000 - $382,500 OTE based on your experience.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!