The position is centered on originating and closing a number of high-value, multi-year infrastructure engagements that materially impact Oracle’s position in the AI ecosystem. You will operate with a high degree of autonomy, focusing on judgment, access, and execution rather than volume-based activity.
Success will also include the generation of strategic pipeline through deep ecosystem engagement across AI founders, researchers, and investors. Develops and executes partnership strategies with a small number of high-priority accounts. Builds senior-level relationships, identifies long-term infrastructure needs, and positions OCI as a core partner for large-scale AI development. Requires strong technical, commercial, and relationship-building capabilities to engage effectively with both executive and engineering stakeholders.
Internal Responsibilities
Responsibilities
As a member of this team, you will be responsible for identifying, developing, and closing a number of high-impact opportunities with leading AI organizations to achieve strategic objectives.
- Identifies and engages frontier AI labs, top-tier startups, and emerging companies with significant AI infrastructure needs
- Develops conviction-driven pipeline based on early signals, market insight, and ecosystem relationships rather than traditional territory coverage
- Structures and closes complex, multi-year infrastructure agreements involving AI infrastructure and ancillary compute resources
- Engages directly with founders, technical leaders, and executives to understand and shape infrastructure strategy, including training and inference requirements
- Builds and maintains relationships across the AI ecosystem, including venture capital firms, founders, and technical operators
- Provides informed perspective on AI infrastructure trends, competitive positioning, and emerging demand signals to senior leadership
- Collaborates cross-functionally with product, engineering, and capacity planning teams to ensure successful delivery and scaling of customer workloads
- Operates independently in a high-ambiguity environment without reliance on traditional sales processes, territories, or activity metrics
- Maintains deep understanding of AI infrastructure technologies, including GPUs, distributed systems, and large-scale training environments, to effectively position OCI solutions
- Represents Oracle in high-touch, in-person engagements, requiring frequent travel to key AI hubs and customer locations
Participates as a strategic partner in shaping Oracle’s approach to AI infrastructure, working closely with senior stakeholders across the organization to support long-term growth in the AI market.
Preferred Qualifications
- Demonstrated experience working with leading AI organizations, including frontier labs, high-growth AI startups, or hyperscale cloud customers
- Background in AI/ML infrastructure, cloud platforms, or distributed systems, with exposure to large-scale training or inference workloads
- Experience in roles at AWS, Google Cloud, Microsoft Azure, or similar environments supporting advanced AI customers
- Experience in venture capital, growth equity, or early-stage startup ecosystems, particularly with a focus on AI/ML
- Established network across AI founders, technical leaders, venture investors, and key decision-makers in high-growth AI companies
- Proven ability to originate, influence, and close complex, high-value deals or partnerships with minimal structure or oversight
- Strong understanding of GPU-based infrastructure, distributed systems, and scaling challenges in AI environments
- Ability to engage credibly with both senior executives and technical stakeholders, including engineers and researchers
- Track record of being early to emerging technologies, markets, or companies, with evidence of strong judgment and market insight
- Comfortable operating in high-ambiguity, high-travel environments with significant autonomy and accountability
What This Role Is Not
- Not a traditional quota-carrying sales role
- Not focused on broad account coverage or transactional deals
- Not a role where time-in-seat substitutes for impact
Preferred location: San Francisco, CA or New York, NY. Remote considered for exceptional candidates. This role requires extensive travel.
External Responsibilities
Responsibilities
As a member of this team, you will be responsible for identifying, developing, and closing a number of high-impact opportunities with leading AI organizations to achieve strategic objectives.
- Identifies and engages frontier AI labs, top-tier startups, and emerging companies with significant AI infrastructure needs
- Develops conviction-driven pipeline based on early signals, market insight, and ecosystem relationships rather than traditional territory coverage
- Structures and closes complex, multi-year infrastructure agreements involving AI infrastructure and ancillary compute resources
- Engages directly with founders, technical leaders, and executives to understand and shape infrastructure strategy, including training and inference requirements
- Builds and maintains relationships across the AI ecosystem, including venture capital firms, founders, and technical operators
- Provides informed perspective on AI infrastructure trends, competitive positioning, and emerging demand signals to senior leadership
- Collaborates cross-functionally with product, engineering, and capacity planning teams to ensure successful delivery and scaling of customer workloads
- Operates independently in a high-ambiguity environment without reliance on traditional sales processes, territories, or activity metrics
- Maintains deep understanding of AI infrastructure technologies, including GPUs, distributed systems, and large-scale training environments, to effectively position OCI solutions
- Represents Oracle in high-touch, in-person engagements, requiring frequent travel to key AI hubs and customer locations
Participates as a strategic partner in shaping Oracle’s approach to AI infrastructure, working closely with senior stakeholders across the organization to support long-term growth in the AI market.
Preferred Qualifications
- Demonstrated experience working with leading AI organizations, including frontier labs, high-growth AI startups, or hyperscale cloud customers
- Background in AI/ML infrastructure, cloud platforms, or distributed systems, with exposure to large-scale training or inference workloads
- Experience in roles at AWS, Google Cloud, Microsoft Azure, or similar environments supporting advanced AI customers
- Experience in venture capital, growth equity, or early-stage startup ecosystems, particularly with a focus on AI/ML
- Established network across AI founders, technical leaders, venture investors, and key decision-makers in high-growth AI companies
- Proven ability to originate, influence, and close complex, high-value deals or partnerships with minimal structure or oversight
- Strong understanding of GPU-based infrastructure, distributed systems, and scaling challenges in AI environments
- Ability to engage credibly with both senior executives and technical stakeholders, including engineers and researchers
- Track record of being early to emerging technologies, markets, or companies, with evidence of strong judgment and market insight
- Comfortable operating in high-ambiguity, high-travel environments with significant autonomy and accountability
What This Role Is Not
- Not a traditional quota-carrying sales role
- Not focused on broad account coverage or transactional deals
- Not a role where time-in-seat substitutes for impact
Preferred location: San Francisco, CA or New York, NY. Remote considered for exceptional candidates. This role requires extensive travel.
