Head of Sales (Lambda Cloud)

Join Lambda, a leading cloud infrastructure provider for AI workloads. As the Head of Sales, you will lead the commercial engine, build and manage a high-performing sales team, and design commercial frameworks. You will also own and close a portfolio of strategic accounts, drive pipeline reviews, and collaborate with various teams to ensure success. This is a senior leadership role reporting directly to the GM of Lambda Cloud.

• 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.
• Experience in a player-coach sales model where you personally own strategic accounts while managing a team
• Strong command of pipeline management and forecasting methodology — you run disciplined reviews, understand degradation signals, and hold your team accountable to forecast accuracy
• 12+ years of B2B enterprise sales experience, with at least 4 years in a sales leadership role managing quota-carrying teams
• Demonstrated ability to build feedback loops between sales and product, translating customer signal into actionable input rather than anecdote
• Experience working cross-functionally with product, finance, and operations in a fast-moving environment where sales and capacity planning are tightly coupled
• Demonstrated track record of building and scaling enterprise sales teams from an early stage, including designing territory models, compensation structures, and sales processes
• 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
• 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
• Experience owning and closing large, complex deals ($10M+ TCV) with long sales cycles, multiple stakeholders, and custom commercial terms
• Exposure to cloud marketplace channels (GCP, AWS, Azure Marketplace) as a distribution mechanism
• 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
• Existing relationships with infrastructure decision-makers at large enterprises with AI programs
• Experience structuring and selling reserved capacity or long-duration committed use agreements
• Background working alongside or within a deal desk function, with hands-on experience structuring non-standard commercial terms