Regional Sales Director – West Digital AI Natives

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