Industry Partnership 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 RD 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 RD team. The role Nebius is building the next generation Full-stack AI cloud platform to power model training, post-training, and large-scale inference for AI-native companies and enterprises. As we expand our presence across the global AI startup ecosystem, we are looking for an Industry Partnerships Lead to build strategic relationships with leading technology companies, enterprises, and industry platforms. This role focuses on developing partnerships that accelerate adoption of Nebius infrastructure by collaborating with leading AI-native companies, digital-native companies, and enterprises that share the same startup ICP, while creating long-term ecosystem value through joint go-to-market initiatives and industry collaboration. You will work closely with the venture partnerships, community, sales, marketing, channel and BDRs to identify high-impact opportunities and build scalable partnership programs. You’re welcome to work hybrid from London or remote from Paris. Your responsibilities will include: Develop strategic industry partnerships Identify and build relationships with leading AI-native startups, digital-natives, enterprises, and ecosystem partners across priority industries with the shared startup ICP. Establish Nebius as a strategic infrastructure partner within emerging AI ecosystems. Drive joint go-to-market initiatives Create and execute partnership initiatives such as joint programs, campaigns, ecosystem collaborations, and industry events. Work with internal sales and marketing teams to translate partnerships into qualified opportunities and pipeline. Build industry-focused ecosystem programs Design programs that connect industry leaders with founders, startups, researchers building on Nebius. Support vertical initiatives across key sectors such as Robotics physical AI, HCLS, Media Entertainment, Retail, Gaming and more. Enable cross-functional collaboration Partner closely with sales, marketing, channels, BDR and CSA teams to ensure alignment on partnership opportunities and customer needs. Establish clear frameworks and playbook for partner engagement and internal collaboration. Operationalize partnership workflows Track partner engagement, pipeline contribution, and program outcomes through CRM systems and internal processes. Continuously refine partnership strategy based on ecosystem insights and market developments. Pipeline Generation Build systematic programs and engagement models with industry partners to accelerate startup customer adoption and conversion. Identify and activate shared ICP opportunities between Nebius and industry partners to generate qualified startup pipeline. Design joint initiatives (e.g., partner-led programs, co-hosted events, ecosystem initiatives, or sector-focused programs) that drive founder and researcher engagement. We expect you to have: 7+ years of experience in strategic partnerships, business development, ecosystem strategy, or GTM roles Experience working with AI infrastructure, cloud platforms, or tech ecosystems Strong understanding of startup and venture ecosystems Proven ability to build strategic partnerships that drive adoption, pipeline, or revenue Experience working in hig ... (truncated, view full listing at source)