[Hiring] Director, Partner Field Sales @Nebius

Role Description

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 and partner-influenced deals
• 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

Qualifications

• 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
• 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

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 $334k - $385k 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.