Account Executive

About Token Factory Token Factory is Nebius's high-performance AI inference platform, purpose-built for developer-native teams running latency- and cost-sensitive workloads at scale. It gives AI builders production-grade access to leading open and custom models with the throughput, reliability, and GPU economics required to move from proof of concept to production — and to grow consumption as their workloads scale. The role As an Account Executive on Token Factory, you will drive adoption and consumption of Nebius's AI inference platform across AI-native startups, digital-native businesses, and enterprise engineering teams. You will own the full sales cycle — from identifying developer-native teams with real inference workloads, through technical validation, to close and expansion. In AI infrastructure, proof-of-concept success does not always guarantee production success. The best AEs on this team pair commercial rigor with technical credibility: you understand what it takes to move a workload into production, you can speak fluently to engineering leaders and technical founders, and you know that engineering time is a strategic resource. Partnering closely with Sales Engineering and product teams, you will ensure that what we commit to with customers is scalable, economically sound, and aligned with platform strategy. You’re welcome to work hybrid from Tel Aviv, Israel. Travel as required to customer, partner, and industry events. Your responsibilities will include: - Partner with core infrastructure sales: Collaborate closely with Nebius's core infrastructure sales team to align on shared accounts, co-develop opportunities, and give customers a seamless path from GPU compute and training to production inference on Token Factory. - Own the sales cycle: Manage complex, multi-stakeholder inference deals from prospecting to close, building and maintaining accurate pipeline and forecasts against quota. - Lead generation & business development: Identify and qualify developer-native and AI-native teams with latency- and cost-sensitive inference workloads through proactive outreach, relationship building, and market research. - Consultative solution selling: Translate the value of the Token Factory inference platform — latency, time-to-first-token, throughput, reliability, and GPU cost efficiency — into outcomes that map to each customer's business and technical goals. - Engage technical buyers: Develop deep relationships with engineering leaders, technical founders, and platform teams, positioning Nebius to address model, traffic, latency, and cost requirements. - Drive PoC-to-production conversion: Partner with Sales Engineering to scope proofs of concept with clear, measurable success criteria, ensure technical realism, and support structured Go / No-Go decisions that turn pilots into production commitments. - Land & expand: Grow consumption within accounts as inference workloads scale, driving multi-year expansion across models, use cases, and production traffic. - Negotiate & close: Lead commercial negotiations with technical and executive stakeholders, securing deals that meet revenue targets and build long-term partnerships. - Cross-functional collaboration: Work closely with product, engineering, marketing, and customer success to align on customer needs and deliver an exceptional experience. - Surface platform insights: Recognize recurring customer patterns and workload requirements, and channel structured feedback to Product and Engineering to help evolve the platform based on real demand. - Market knowledge: Stay ahead of trends in AI inference, open-model ecosystems, and the competitive landscape to position Nebius effectively. We expect you to have: - Proven experience: 6+ years of B2B sales experience in AI, cloud, or data infrastructure, with a track record of meeting and exceeding quota. - Enterprise deal execution: History of closing complex, multi-stakeholder deals and developing long-term client relationships. - Technical acumen: Strong understanding of cloud platforms (AWS, Azure, Google Cloud), AI/ML solutions, and inference concepts — the ability to reason about latency, throughput, cost, and architecture tradeoffs. - Credibility with engineers: Strong customer presence with engineering-first, developer-native organizations, and comfort constructively challenging assumptions. - Commercial awareness: You understand consumption-based growth and that engineering time is a strategic resource. - Communication skills: Excellent written, verbal, and presentation skills, with the ability to translate deeply technical concepts into clear business value. - Problem-solving ability: Strong analytical skills to diagnose customer challenges and create tailored solutions. - CRM proficiency: Experience with CRM tools such as Salesforce, HubSpot, or similar. It will be an added bonus if you have: - Experience selling inference, LLM, or GPU-backed workloads, or familiarity with inference frameworks (e.g., vLLM, SGLang, TensorRT-LLM). - Background in a high-growth, neo-cloud, GPU-first, or start-up environment. - Exposure to consumption-based, SaaS, or cloud infrastructure sales models. - Experience selling to AI-native, digital-native, mid-market, or enterprise-level customers. - Experience co-selling with strategic ecosystem partners (e.g., NVIDIA, OEMs, SIs).