Head of Sales Engineering - Token Factory

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

We are building a high-performance AI inference platform for developer-native teams running latency- and cost-sensitive workloads at scale. 

In AI infrastructure, PoC success does not always guarantee production success. Our Sales Engineering team exists to ensure that what we commit to with customers is scalable, efficient, economically viable, and aligned with platform strategy. 

We are looking for a Head of Sales Engineering to lead and develop our Sales Engineering function while remaining deeply involved in our most strategic and technically complex customer engagements.

This is a player-coach role . You will lead a team of Sales Engineers, establish the technical standards and operating mechanisms for customer engagements, and personally provide architectural leadership on high-impact opportunities.

You will operate at the intersection of customer ambition, engineering reality, and commercial growth, ensuring the team consistently influences:

Revenue quality

Engineering focus and capacity

Product evolution

PoC-to-production conversion

Customer trust at scale

You’re welcome to work remotely from the United States .

Your responsibilities will include:  

Team Leadership & Development

Lead, coach, and develop a high-performing team of Sales Engineers

Set clear expectations for technical quality, customer engagement, and commercial impact

Provide hands-on technical mentorship and support the growth of individual team members

Establish consistent approaches to discovery, architecture reviews, PoC qualification, and production readiness

Allocate Sales Engineering capacity across opportunities based on strategic value, technical complexity, and probability of success

Create an environment where the team can challenge assumptions, escalate risks early, and make high-quality technical decisions

Support hiring, onboarding, and development of the Sales Engineering organization as the business scales

Strategic Technical Leadership

Act as the senior technical advisor on strategic and complex customer opportunities

Lead deep technical discovery with engineering teams, technical founders, and customer executives

Guide the team in understanding model requirements, traffic expectations, latency constraints, GPU economics, and system dependencies

Translate customer ambition into production-feasible architectures

Identify hidden technical, operational, and economic risks before significant resources are committed

Step directly into critical opportunities when additional technical depth or leadership is required

Commercial Acceleration & Deal Governance

Partner closely with Sales leadership on strategic deals, account planning, and technical qualification

Influence deal strategy through architectural clarity and a strong understanding of customer requirements

Establish clear technical qualification and escalation mechanisms for complex opportunities

Ensure customer commitments are aligned with current or strategically planned platform capabilities

Prevent misaligned commitments before Engineering resources are allocated

Improve PoC-to-production conversion by ensuring technical and economic realism from the beginn …