Senior Director - EMEA Startup Business Development

2 нед. назад

United KingdomEuropeDirector

Lead the development of startup and venture capital business across EMEA for an AI cloud platform, building relationships and programs to generate opportunities.

Обязанности

The Senior Director, Startup Business Development – EMEA will report to the Vice President and Managing Director, EMEA and lead the development of ’s startup and venture capital business across the region.
This is a business development overlay role. Country sales teams will retain account ownership, opportunity management and revenue responsibility across the Startup, Digital Native and Enterprise segments. You will build the relationships, propositions, programmes, market intelligence and operating mechanisms that help those teams identify the right companies earlier, engage them before platform decisions are established and win them onto .
You will build and lead a team spanning priority geographies and regional programmes. Initial focus will include the United Kingdom, France, Germany, the Nordics, Benelux and Israel.
Define and execute ’s EMEA startup business development strategy, operating plan and investment priorities.
Build a systematic view of the regional startup opportunity, identifying the markets, investor portfolios, technology categories and companies most likely to become significant consumers of AI infrastructure.
Establish clear criteria for prioritising startups based on technical ambition, compute intensity, funding trajectory, workload timing, leadership quality and strategic value.
Build senior relationships with venture capital firms, seed and growth investors, accelerators, universities, research laboratories and founder communities.
Develop strategic engagement plans for priority ecosystem organisations and create repeatable mechanisms for portfolio introductions, founder support, technical engagement and market intelligence.
Position as the preferred AI infrastructure and developer platform for companies with meaningful training, fine-tuning, inference and applied-intelligence requirements.
Engage founders, CTOs, researchers and investors before infrastructure architectures and platform relationships are firmly established.
Create qualified opportunities and introductions for country Startup and Digital Native field teams, connecting high-potential companies rapidly to the right sellers, technical resources and executive sponsors.
Partner with country sales leaders to define target companies, ecosystem priorities and engagement strategies while maintaining clear account ownership.
Coordinate strategically important opportunities across Sales, Field Engineering, Product, Engineering, Capacity, Finance, Legal, Marketing and Customer Success.
Establish clear programme eligibility, investment and graduation criteria, ensuring activity is focused on durable platform adoption and commercial potential.
Act as the regional voice of the startup ecosystem inside , translating market insight into recommendations for Product, Engineering, Capacity, Marketing and commercial leadership.
Build, lead and develop a high-performing EMEA Startup Business Development team with complementary programme and geographic coverage.
Establish a rigorous operating cadence and scorecard covering ecosystem coverage, target-company engagement, field acceptance, sourced and influenced pipeline, technical activation, consumption and downstream commercial impact.

Требования

15+ years of experience in business development, sales, partnerships, startup go-to-market or venture ecosystem leadership within cloud infrastructure, enterprise technology, AI or another complex technology environment.
Significant leadership experience building and operating startup, venture capital or ecosystem programmes across multiple EMEA markets.
A proven record of converting ecosystem relationships into qualified opportunities, technical adoption, pipeline, consumption and commercial growth.
Demonstrated experience developing senior relationships with venture capital firms, accelerators, universities, research organisations, founders, CTOs and technology executives.
Experience working with country sales organisations to create demand and accelerate customer acquisition without displacing account ownership.
Strong understanding of the startup lifecycle, from formation and seed funding through venture growth and scaled commercial operation.
Experience identifying promising companies early and assessing their technical ambition, infrastructure needs, funding trajectory and long-term potential.
Strong understanding of cloud infrastructure, AI platforms, developer tooling and the requirements of AI-native companies.
Demonstrated ability to build structured programmes, operating mechanisms and performance measures that scale beyond personal relationships.
Experience aligning Sales, Field Engineering, Product, Marketing, Finance, Legal and executive stakeholders around shared opportunities.
Strong analytical and operational capability, including market segmentation, portfolio analysis, opportunity attribution and executive business reviews.
Experience building, hiring, coaching and developing high-performing business development or ecosystem teams.
A record of operating successfully across EMEA markets and cultures, with the ability to travel regularly.

Будет плюсом

Leadership experience within the startup organisation of a major hyperscale cloud provider, AI platform company or global infrastructure technology business.
Direct experience building or scaling a regional startup business measured through customer acquisition, workload adoption, consumption and revenue.
Experience designing the operating model between a regional startup business development organisation and country-based sales teams.
Established senior relationships across the EMEA venture capital and AI startup ecosystem.
Experience working with compute-intensive AI companies across training, fine-tuning, inference, applied AI or AI platform development.
Experience creating startup programmes or technical adoption mechanisms that helped companies progress from experimentation to scaled production workloads.
Experience influencing product, capacity and go-to-market decisions using insight from founders, investors and startups.
A bachelor’s degree or equivalent practical experience.
We will also consider an exceptional senior venture ecosystem builder who has strong credibility with EMEA investors and founders, can identify high-potential technical companies early and has translated ecosystem access into measurable commercial outcomes for a technology platform.
Experience focused primarily on events, sponsorships, brand awareness or community activity will not, by itself, be sufficient.

Условия

The compensation package consists of a competitive base salary, performance-based annual bonus, equity awards and ’s applicable benefits package.
To fulfill our obligation to protect client data, successful applicants offered employment with will be required to complete a basic criminal record check, conducted in compliance with GDPR. Employment offers are conditional upon receiving satisfactory check results.
In addition to a competitive salary, we offer a variety of benefits to support your needs, including:
Family-level Medical Insurance
Family-level Dental Insurance 
Generous Pension Contribution 
Life Assurance at 4x Salary 
Critical Illness Cover 
Employee Assistance Programme 
Tuition Reimbursement
Work culture focused on innovative disruption
Benefits may vary by location.

Другое

 
The EMEA Startup Business Development organisation will help make the preferred platform for the next generation of AI-native companies. The team will build relationships and programmes across the institutions that create, fund and accelerate startups, then convert that ecosystem position into qualified opportunities and practical advantage for ’s country field teams.
During the first 12 months, you will:
Define the EMEA startup business development strategy, operating plan and investment priorities.
Develop and launch ’s proposition for AI startups at different stages of formation and growth.
Design and launch the initial portfolio of regional startup and venture ecosystem programmes.
Define the organisation, hire the initial team and establish coverage across priority programmes and geographies.
Identify, segment and onboard the venture capital firms, accelerators, universities and research organisations most relevant to .
Establish senior relationships and strategic engagement plans with priority ecosystem partners.
Create mechanisms for portfolio introductions, technical engagement, founder support and joint planning.
Build and maintain a prioritised target list of high-potential AI startups and research spinouts.
Map priority investor portfolios against ’s ideal startup profile and connect qualified companies to the appropriate country sales teams.
Establish clear ways of working with country field sales teams, including qualification, routing, account assignment, handoff, executive sponsorship and attribution.
Establish effective operating mechanisms with Product, Engineering, Field Engineering, Marketing, Capacity, Finance, Legal and other supporting groups.
Implement the business review cadence, measurement framework and attribution model required to assess ecosystem and field impact.
We believe in investing in our people and value candidates who bring different experiences, even if they do not meet every requirement.
You have built a startup business or ecosystem and understand that credibility must ultimately produce customer and field outcomes.
You can move comfortably between a venture capital partner, a technical founder, a country sales leader and an internal product executive.
You combine a strong external network with the discipline to build repeatable systems.
You recognise promising companies early and make clear recommendations about where should invest time and resources.
You measure success through the quality of companies won, workloads activated and value created for field teams, not activity alone.
You operate with urgency, commercial judgement, curiosity and a strong bias toward execution.
At , we work hard, have fun and move fast. We’re in an exciting stage of hyper-growth, we’re not afraid of a little chaos and we’re constantly learning.
Our team cares deeply about how we build our product and how we work together, which is represented through our core values:
Be Curious at Your Core
Act Like an Owner
Empower Employees
Deliver Best-in-Class Client Experiences
Achieve More Together
We support an entrepreneurial outlook and independent thinking, and foster an environment that encourages collaboration and innovative solutions to complex problems. You will be surrounded by some of the best talent in the industry, with the opportunity to help shape ’s future.
is an equal opportunity employer, committed to fostering an inclusive and supportive workplace. All qualified applicants and candidates will receive consideration for employment without regard to race, color, religion, sex, disability, age, sexual orientation, gender identity, national origin, veteran status, or genetic information.
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This position requires access to export controlled information.  To conform to U.S. Government export regulations applicable to that information, applicant must either be (A) a U.S. person, defined as a (i) U.S. citizen or national, (ii) U.S. lawful permanent resident (green card holder), (iii) refugee under 8 U.S.C. § 1157, or (iv) asylee under 8 U.S.C. § 1158, (B) eligible to access the export controlled information without a required export authorization, or (C) eligible and reasonably likely to obtain the required export authorization from the applicable U.S. government agency.   may, for legitimate business reasons, decline to pursue any export licensing process.
 
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