Director, Pricing & Packaging

About the role

Nebius is building one of the world's leading AI infrastructure and cloud platforms. We are looking for a Pricing & Monetization Lead to define how Nebius monetizes its infrastructure, products, and capacity. This role owns the company's pricing strategy, monetization frameworks, discount governance, and pricing decision-making. Working at the intersection of Strategy, Finance, Infrastructure, Product, and Sales, you will ensure that pricing decisions support long-term growth, capacity utilization, and profitability objectives. You will partner closely with Unit Economics, Market Intelligence & Packaging, Deal Desk, and Finance teams to build a scalable pricing system capable of supporting rapid growth and increasingly complex commercial decisions. Your responsibilities will include: Pricing Strategy & Frameworks - Own company-wide pricing strategy across GPU infrastructure, Cloud products, Token Factory and all future offerings. - Define and maintain list pricing, pricing tiers, commitment pricing structures, and regional pricing approaches. - Ensure pricing frameworks remain aligned with business strategy, capacity availability, profitability targets and SOX procedures. Monetization & Unit Economics Translation - Translate unit economics and margin objectives into commercial pricing decisions. - Partner with Unit Economics team to define pricing floors, establish target margin ranges, and evaluate profitability by SKU, region, and customer segment. - Balance revenue growth, margin performance, and capacity utilization. - Support monetization decisions for new products, infrastructure, and commercial models. Discount Governance & Commercial Policy - Own Nebius discount framework and approval logic. - Define discount matrixes, pricing guardrails, approval thresholds, and escalation criteria. - Ensure consistent application of pricing rules across all commercial teams. Pricing Performance Management - Monitor realized pricing, discount trends, margin realization, and pricing compliance. - Identify pricing leakage and monetization opportunities. - Lead regular pricing review forums with stakeholders. We expect you to have: - 7-12 years in Pricing, Monetization, Revenue Strategy, Commercial Finance, or Corporate Strategy. - Experience in Cloud Infrastructure, AI Infrastructure, SaaS, Telecom, or Marketplace businesses. Benefits & Perks: Competitive compensation Career growth and learning opportunities Flexibility and ownership Collaborative and innovative culture Opportunity to work on impactful AI projects International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire. If you need accommodations during the application process, please let us know.

Additional Information

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D.

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