Industry Partnership Lead, SMBs

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. 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 high-growth startups, scale-ups, or technology companies   Ability to collaborate across sales, marketing, product, and engineering teams   Familiarity with CRM tools such as Salesforce or HubSpot   Benefits & Perks: Competitive compensation Career growth and learning opportunities Flexibility and work-life balance Collaborative and innovative culture Opportunity to work on impactful AI projects International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI  Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunitie