Industry Partnerships Lead, SMBs

Why work at Nebius
Nebius 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 work
Headquartered 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 800 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 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 ecos