Senior Sales Manager, Cloud Service Providers at SambaNova Systems in San Jose, California, United States

Job description

• SambaNova is a leader in next-generation AI infrastructure, delivering a full-stack inference platform for customers worldwide. At the core of SambaNova's technology is the RDU (Reconfigurable Dataflow Unit) — a chip built on a dataflow architecture rather than the traditional GPU model. Its decode performance is especially strong for agentic workloads like multi-turn agents, code generation, and long-running applications. RDUs are packaged into SambaRack, rack-scale hardware that lets customers deploy state-of-the-art models with better performance, greater energy efficiency, and faster time to value.
• SambaNova is redefining the economics of AI inference. Our SN50L-based systems deliver industry-leading inference performance, and we deploy them where it matters most — inside the data centers of neoclouds and cloud service providers building the next generation of AI capacity. Increasingly, that means heterogeneous, disaggregated inference: SambaNova RDUs running alongside GPU estates, each serving the stage of the inference pipeline it does best.
• Cloud service providers are our most strategic segment, and we are hiring an Account Director to lead it in the Americas. Reporting directly to the VP of Americas, you will own the number and the account strategy for this market — expanding an active book of business while opening the next generation of accounts. This is a seat for a seller who knocks down doors, builds pipeline, and runs complex infrastructure pursuits from first outreach to a founder or CTO through negotiated multi-rack, multi-year capacity commitments. Deal cycles run in quarters, contract values run large, and the wins go to whoever best understands the customer's business.

Responsibilities

• Own a CSP number for the Americas. Carry the quota, drive account tiering across neoclouds, GPU clouds, and service providers, and decide where we invest pursuit resources.
• Expand the territory aggressively. Grow existing accounts and prospect directly into founders, CTOs, and heads of infrastructure at capacity providers. Meetings in this segment are created, not inherited.
• Run pursuits end to end. Qualify with discipline, map the economic buyer and technical champion, build the win plan, and drive deals through technical validation to commercial close.
• Sell the customer's P&L, not our spec sheet. Neoclouds buy margin, not racks. Position SambaNova capacity in terms of utilization, cost-per-token, and inference-as-revenue — how our systems expand the economics of their business.
• Structure deals that fit how capacity providers buy. Committed-capacity constructs, phased deployments, expansion paths — shaped with Finance and defended in front of the customer's CFO as credibly as their CTO.
• Lead the pursuit team. Partner with a dedicated Senior Solutions Architect on technical strategy and validation, and deploy SambaNova executives into deals deliberately, not reactively.
• Sharpen the playbook. Refine the CSP go-to-market — positioning, deal constructs, competitive posture — as the senior seller in the segment.
• Forecast like an operator. Own pipeline integrity and forecast accuracy, and deliver structured market and competitive intelligence back to the VP and product leadership.

Requirements

• 8+ years of quota-carrying infrastructure sales — cloud, data center systems, semiconductors, or AI platforms — with a verifiable record of exceeding number on large, complex deals.
• Proven new-business DNA: self-sourced pipeline, marquee logos you personally opened, and territories you grew materially.
• Command of long-cycle, capital-scale deals (6–18 months), navigating technical leaders, procurement, finance, and executive sponsors in parallel.
• Fluency in the economics of AI capacity: GPU cluster costs, utilization math, inference workloads, and the pressures CSPs face turning compute into margin.
• Established understanding of the neocloud/CSP landscape — who is building, who is buying, and how their procurement actually moves.
• Executive presence: you sell to founders and CTOs as a peer and represent SambaNova with leadership in the room.
• Existing relationships with neocloud, GPU cloud, or CSP leadership across the Americas.
• Experience selling accelerated compute, rack-scale systems, or committed-capacity structures.
• Experience selling within or against the NVIDIA ecosystem and its partner motions.
• Track record of taking over a strategic territory and materially accelerating it.

Skills

Required

• Quota-carrying infrastructure sales
• New business development
• Long-cycle deal management
• Understanding of AI capacity economics
• Knowledge of neocloud/CSP landscape
• Executive presence

Preferred

• Experience with NVIDIA ecosystem

Benefits

• SambaNova offers a competitive total rewards package, including the base salary, plus equity and benefits. We cover 95% premium coverage for employee medical insurance, and 77% premium coverage for dependents and offer a Health Savings Account (HSA) with employer contribution. We also offer Dental, Vision, Short/Long term Disability, Basic Life, Voluntary Life, and AD&D insurance plans in addition to Flexible Spending Account (FSA) options like Health Care, Limited Purpose, and Dependent Care. Our library of well-being benefits available to you and your dependents includes a full subscription to Headspace, Gympass+ membership with access to physical gyms, One Medical membership, counseling services with an Employee Assistance Program, and much more.
• Base Pay Range
• $157,500 - $192,500 USD