Head of Sales, Lambda

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

Desirable

• Lambda is building the cloud infrastructure that powers the frontier of AI
• As AI workloads grow in scale and complexity, enterprises, research labs, and hyperscalers need a cloud provider that can deliver GPU capacity with reliability, flexibility, and speed
• Lambda Cloud is that provider — and we're looking for a Head of Sales to lead the commercial engine that brings it to market
• This is a senior leadership role reporting directly to the GM of Lambda Cloud
• You will own the sales motion end-to-end: building and managing a high-performing sales team, designing the commercial frameworks that make deals possible, and being the connective tissue between customer demand and Lambda's product and capacity roadmap
• You'll be equally comfortable negotiating a nine-figure enterprise commitment and coaching a junior AE through their first pipeline review
• This is not a role for someone who wants to manage from a distance
• Lambda Cloud is in a pivotal growth phase, and the Head of Sales will be a key voice in how we scale — not just in revenue, but in how we operate, how we prioritize, and how we show up for customers
• 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
• Design and maintain scalable, flexible commercial terms that can accommodate a wide range of deal structures — from short-term on-demand credits to long-duration reserved capacity commitments
• Partner with finance and legal to build a deal desk function capable of turning around complex enterprise quotes quickly without sacrificing margin discipline
• Advise leadership on incentive compensation structure for the sales team, balancing bookings, revenue, and strategic account objectives
• Own and close a portfolio of strategic accounts personally where executive presence and relationships are a differentiator
• Drive a rigorous weekly and monthly pipeline review cadence, including systematic evaluation of pipeline degradation — identifying deals at risk, understanding root causes, and taking corrective action
• Maintain accurate, real-time forecasting discipline across the team, ensuring Lambda leadership has reliable signal on near-term and long-term revenue trajectory
• Develop early warning indicators and pipeline health metrics that help the team get ahead of slippage before it becomes a miss
• Work with finance and accounting teams to drive MBR/QBR
• Work closely with infrastructure and capacity planning teams to translate customer demand signals into GPU capacity allocation decisions, helping Lambda deploy capital where it will generate the highest commercial return
• Manage the assignment and prioritization of salable GPU capacity across customer segments and deal types, balancing short-term revenue with strategic account development
• Collaborate with the GM and product teams to surface customer demand patterns that should inform capacity investment and site expansion decisions
• Systematically gather and synthesize customer feedback on GPU availability, pricing, product features, and service quality, and channel that input into product management with the specificity needed to drive action
• Serve as the commercial voice of the customer in internal roadmap and prioritization discussions, advocating for features and capabilities that will open new revenue opportunities or protect existing ones
• Build strong relationships with technical buyers and economic decision-makers at key accounts, developing a deep understanding of their infrastructure roadmaps and where Lambda can grow share of wallet
• Coordinate with marketing on demand generation, event strategy, and account-based programs that fill the top of the funnel for enterprise segments
• Collaborate with commercial/technical partnership team to Identify and develop channel and reseller relationships — including cloud marketplace channels (e.g. GCP Marketplace, AWS Marketplace) — that extend Lambda's commercial reach
• Work with business development on strategic partnership opportunities that have commercial implications for Lambda Cloud revenue
• Partner with marketing to identify and lock-in customer references spanning case studies, logo placements, podcasts, and other critical reusable collateral