Industry Partnerships Lead, SMBs

Nebius is looking for an experienced, partnership-focused professional to join our global startup ecosystem team as Industry Partnerships Lead, SMBs. In this role, you’ll own the strategy and execution of building industry partnerships with enterprise organizations that share Nebius’ focus on serving high-growth, innovative, and AI-driven companies. 

You’ll be responsible for identifying, developing, and scaling a high-quality partner network of enterprise organizations aligned to Nebius’ target customer profile. Beyond relationship-building, you’ll drive measurable outcomes across key performance indicators (KPIs) including lead generation, revenue contribution, and partnership growth.

You’ll collaborate cross-functionally to ensure seamless execution of partnership initiatives that strengthen Nebius’ position as the preferred cloud partner for innovative startups across industries such as financial services, healthcare, retail, manufacturing, and beyond. 

You are welcome to work remotely from the United States, SF Bay Area & NYC preferred. 

Your responsibilities will include: 

Develop and Manage Strategic Enterprise Partnerships 

• Identify, build, and maintain strong relationships with enterprise organizations and strategic partners that serve or target high-growth, tech-focused startups 
• Act as a trusted Nebius representative, enhancing our credibility and visibility within industry ecosystems. 

Design and Deliver Industry Engagement Programs 

• Create and execute scalable, industry-focused partnership programs tailored to enterprise organizations aligned with key personas. 
• Develop joint value propositions, co-marketing initiatives, and enablement resources that deliver meaningful outcomes for partners and customers. 

Align GTM Strategies and Drive Key Results  

• Collaborate with partners to align GTM strategies that support adoption among high-growth, tech-focused startups. 
• Own and deliver against clear KPIs such as lead generation, revenue contribution, pipeline growth and partnership growth targets. 

Enablement and Partnership Resources 

• Develop and maintain playbooks, onboarding guides, case studies, and training materials to educate partners on effective use of Nebius’ platform. 
• Ensure consistent, high-quality resources that support adoption and success for startups across multiple industries. 

Strengthen Strategic Industry Positioning 

• Monitor trends in industries such as financial services, healthcare, retail, manufacturing, and more to inform Nebius’ partnership strategy. 
• Provide insights and recommendations to internal teams to support product development, GTM planning, and market expansion. 

Collaborate Across Teams 

• Partner closely with internal stakeholders—including marketing, sales, product, solutions architecture, and legal—to ensure seamless execution of partnership initiatives. 
• Champion the voice of the enterprise partner ecosystem within Nebius. 

We expect you to have: 

• Minimum 3 - 7+ years of professional experience in strategic partnerships, business development, or industry ecosystem development in leading technology enterprises, Fortune 500 companies, or large-scale industry organizations.
• Strong understanding of the startup ecosystem, including the needs of high-growth, innovative companies, and had prior experience working with founders.
• Demonstrated ability to deliver measurable results in lead generation (SQLs), revenue contribution, and partnership growth.
• Experience aligning GTM strategies with enterprise partners serving similar target customer profiles.
• Strong understanding of industry dynamics across verticals such as financial services, healthcare, retail, manufacturing, and more.
• Excellent organizational, communication, and presentation skills, with experience influencing executive stakeholders and partners.
• Ability to work independently and collaboratively in a fast-paced, high-growth, cross-functional environment.
• Familiarity with AI infrastructure, cloud computing, and technology solutions that enable industry innovation. 

It will be an added bonus if you have: 

• Established network within enterprise organizations and strategic technology partners.
• Experience designing partnership strategies that align GTM goals with enterprise partners targeting innovative, high-growth markets.
• Background in technology partnerships, co-selling, or industry solutions for cloud and AI/ML workloads.
• Proven track record of delivering results through partner collaboration, ecosystem building, and thought leadership initiatives.
• Sales background or experience in sales-driven partnership roles is preferred.
• Deep knowledge about AI infra, cloud computing and vertical-focused tech solutions. 

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 $130k - 250k OTE based on your experience.