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.
We are seeking a Manager of Sales Strategy & Operations to support our specialist overlay teams and help scale their impact across the sales organization. This role will partner closely with sales leadership, specialist team leads, finance, marketing, and enablement to improve how our specialist teams engage in sales cycles, prioritize opportunities, measure performance, and drive revenue outcomes.
Our specialist overlay teams include Token Factory, which supports inference-related sales motions, and our Vertical Leaders, who bring deep industry expertise into customer conversations and strategic sales cycles. This role will be responsible for building the operating rhythms, analytics, processes, and strategic recommendations that help these teams work efficiently with core sales teams and maximize customer and business impact.
Develop and manage the strategy and operating model for specialist overlay engagement across the sales organization
Partner with sales and specialist leadership to define where and how specialist teams should be deployed across segments, regions, verticals, and deal types
Support annual and quarterly planning, including coverage models, capacity planning, revenue targets, account prioritization, and resource allocation for specialist teams
Translate business objectives into clear sales strategies, operating plans, and measurable goals
Design and improve the processes that govern how specialist teams engage with account executives during sales cycles to increase deal velocity, win rates, and customer relevance
Create clear rules of engagement, qualification criteria, intake processes, handoff models, and escalation paths for specialist support
Continuously track utilization, coverage, and effectiveness of specialist resources to ensure the highest-value opportunities receive the right level of support
Build reporting and dashboards to measure specialist team impact on pipeline generation, pipeline progression, win rates, deal size, sales cycle length, product attach, inference revenue, and vertical penetration.
Define KPIs and success metrics for Token Factory and Vertical leader engagement
Analyze specialist involvement across sales opportunities to identify patterns, bottlenecks, and areas for improvement
Prepare regular business reviews for sales leadership, including insights, risks, recommendations, and action plans
Serve as the operational partner to specialist team leads, helping them manage priorities, business rhythms, and execution against goals
Collaborate with enablement to develop training, playbooks, and sales guidance that help account teams effectively leverage specialist resources
Partner with marketing and product teams to align specialist sales motions with campaigns, product launches, customer use cases, and vertical messaging
Ensure CRM workflows, data capture, pipeline stages, and reporting infrastructure support specialist overlay motions
Support strategic initiatives that will help to accelerate revenue across Token Factory sales or support Vertical market expansion
7-8+ years of experience in sales strategy, revenue operations, business operations, consulting, sales planning, or related role
Experience supporting enterprise sales, specialist sales, overlay teams, technical sales, industry teams, or complex B2B go-to-market motions
Strong analytical skills with the ability to translate data into actionable business recommendations
Experience building dashboards, operating rhythms, business reviews, and performance management frameworks
Strong understanding of sales pipeline management, forecasting, territory planning, account prioritization, and sales productivity metrics
Excellent communication and stakeholder management skills, with the ability to influence senior sales and cross-functional leaders
Comfort operating in a fast-moving, ambiguous environment with multiple priorities
Experience with CRM and BI tools such as Salesforce, HubSpot, Looker, Tableau, or similar platforms
Proficiency in Excel/Google Sheets and SQL; experience working with large datasets
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
Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI
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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Nebius provides cloud infrastructure and AI computing services, enabling users to build, optimize, and deploy AI models and applications on NVIDIA GPUs. The company targets data scientists, machine learning engineers, and enterprises seeking accessible GPU computing resources.
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