Original listing text, shown exactly as published by the company.
What You’ll Do
Team Leadership & Structure
- Recruit, develop, and retain a team of enterprise account executives and sales support functions, setting a high bar for rigor, customer focus, and commercial creativity
- Define and evolve pod/vertical structure for sales coverage — including assignment of sellers to segments across enterprises, AI-native startups, and developers — ensuring each segment has a clearly owned GTM motion
- Establish clear performance expectations, coaching cadences, and career development frameworks that help individual sellers grow and succeed
Commercial Strategy & Deal Execution
- Design and maintain scalable, flexible commercial terms that can accommodate a wide range of deal structures — from short-term on-demand credits to long-duration reserved capacity commitments
- Partner with finance and legal to build a deal desk function capable of turning around complex enterprise quotes quickly without sacrificing margin discipline
- Advise leadership on incentive compensation structure for the sales team, balancing bookings, revenue, and strategic account objectives
- Own and close a portfolio of strategic accounts personally where executive presence and relationships are a differentiator
Pipeline Management & Forecasting
- Drive a rigorous weekly and monthly pipeline review cadence, including systematic evaluation of pipeline degradation — identifying deals at risk, understanding root causes, and taking corrective action
- Maintain accurate, real-time forecasting discipline across the team, ensuring Lambda leadership has reliable signal on near-term and long-term revenue trajectory
- Develop early warning indicators and pipeline health metrics that help the team get ahead of slippage before it becomes a miss
- Work with finance and accounting teams to drive MBR/QBR
Capacity Allocation & Revenue Operations
- Work closely with infrastructure and capacity planning teams to translate customer demand signals into GPU capacity allocation decisions, helping Lambda deploy capital where it will generate the highest commercial return
- Manage the assignment and prioritization of salable GPU capacity across customer segments and deal types, balancing short-term revenue with strategic account development
- Collaborate with the GM and product teams to surface customer demand patterns that should inform capacity investment and site expansion decisions
Customer Feedback & Product Influence
- Systematically gather and synthesize customer feedback on GPU availability, pricing, product features, and service quality, and channel that input into product management with the specificity needed to drive action
- Serve as the commercial voice of the customer in internal roadmap and prioritization discussions, advocating for features and capabilities that will open new revenue opportunities or protect existing ones
- Build strong relationships with technical buyers and economic decision-makers at key accounts, developing a deep understanding of their infrastructure roadmaps and where Lambda can grow share of wallet
GTM & Partnerships
- Coordinate with marketing on demand generation, event strategy, and account-based programs that fill the top of the funnel for enterprise segments
- Collaborate with commercial/technical partnership team to Identify and develop channel and reseller relationships — including cloud marketplace channels (e.g. GCP Marketplace, AWS Marketplace) — that extend Lambda's commercial reach
- Work with business development on strategic partnership opportunities that have commercial implications for Lambda Cloud revenue
- Partner with marketing to identify and lock-in customer references spanning case studies, logo placements, podcasts, and other critical reusable collateral
You have
- 12+ years of B2B enterprise sales experience, with at least 4 years in a sales leadership role managing quota-carrying teams
- Deep domain experience in cloud infrastructure, GPU compute, or AI/ML infrastructure — you understand what you're selling and can credibly engage with both technical and business buyers
- Demonstrated track record of building and scaling enterprise sales teams from an early stage, including designing territory models, compensation structures, and sales processes
- Experience owning and closing large, complex deals ($10M+ TCV) with long sales cycles, multiple stakeholders, and custom commercial terms
- Strong command of pipeline management and forecasting methodology — you run disciplined reviews, understand degradation signals, and hold your team accountable to forecast accuracy
- Experience working cross-functionally with product, finance, and operations in a fast-moving environment where sales and capacity planning are tightly coupled
- Excellent communication and executive presence — able to represent Lambda externally at the C-suite level and internally as a peer to engineering and product leadership
- Demonstrated ability to build feedback loops between sales and product, translating customer signal into actionable input rather than anecdote
- Exposure to cloud marketplace channels (GCP, AWS, Azure Marketplace) as a distribution mechanism
- Experience in a player-coach sales model where you personally own strategic accounts while managing a team
Nice to Have
- Experience selling GPU cloud or HPC capacity specifically, with familiarity in how frontier AI labs and hyperscalers evaluate and procure compute
- Prior exposure to neocloud or infrastructure startup environments where product gaps are real and commercial creativity is required to compete against larger, more established players
- Familiarity with Nvidia ecosystem, GPU cluster economics, and how customers think about CapEx vs. opex tradeoffs for AI infrastructure
- Experience structuring and selling reserved capacity or long-duration committed use agreements
- Existing relationships with infrastructure decision-makers at large enterprises with AI programs
- Background working alongside or within a deal desk function, with hands-on experience structuring non-standard commercial terms
Salary Range Information
The annual salary range for this position has been set based on market data and other factors. However, a salary higher or lower than this range may be appropriate for a candidate whose qualifications differ meaningfully from those listed in the job description.
