Hyperscalers & Strategic Neoclouds Lead

The Role

This role owns Baseten's relationships and market intelligence across hyperscalers and strategic neoclouds, including NVIDIA cloud partners. This is a technical and commercial role in equal measure: you'll evaluate capacity from the GPU to the data center, negotiate cost and terms with suppliers, and stay close enough to the market to develop and defend a real point of view on where it's heading.

Given current market conditions, Baseten needs a much stronger pulse on this part of the market so we can track pricing, stay close to the right relationships, and move fast the moment more capacity is needed. This is a senior, experienced hire who will also help pair with and develop 1-2 junior to mid-level teammates covering the same space.

What You'll Do

• Build and maintain deep relationships across hyperscalers and strategic neoclouds (including NVIDIA cloud partners), working each organization from top to bottom rather than a single point of contact
• Maintain a consistent, "top of mind" presence with key accounts so Baseten is positioned to move quickly when capacity needs arise
• Evaluate capacity from the GPU to the data center - hardware generation, rack and node configuration, interconnect, power density, and cooling - so you know what a configuration will actually deliver, not just what the spec sheet claims
• Live in compute pricing daily: track rates by GPU generation, region, and contract term to keep Baseten informed and competitive
• Partner with the Deals function to negotiate terms - capacity commitments, deposits and payment timing, SLAs, and remedies - and bring agreements to close
• Build and defend a view on where the hyperscaler and neocloud market is heading - supply coming online, platform transitions, and regional or policy shifts - and turn it into concrete relationship and sourcing decisions
• Help mentor and pair with 1-2 junior to mid-level teammates building coverage in this same space

What We're Looking for

• A relationship-builder with a strategic mindset - this is not an enterprise sales role, and we're specifically not looking for a traditional seller's approach
• Enough technical fluency with GPUs, racks, and data center infrastructure to evaluate what a supplier is actually offering, not just take their word for it
• Market instinct - you follow pricing closely, form independent views, and can explain why a rate moved and what it implies going forward
• Commercial judgment - comfortable with unit economics and contract structure, and know when a price implies something is wrong
• Experience building and sustaining multi-level relationships within large, complex organizations
• Strong judgment on when and how to escalate relationships to senior leadership for maximum impact

Nice to Have

• Existing relationships within hyperscalers or major neocloud providers, including NVIDIA cloud partners
• NVIDIA or OEM allocation relationships - experience managing allocation, forecasting, or partner standing directly with a chip vendor or tier-1 OEM
• Comfort traveling to evaluate sites and infrastructure in person
• Experience in a compute, GPU marketplace, or infrastructure-adjacent relationship or business development role

Benefits

• Competitive compensation, including meaningful equity
• (U.S. only) 100% coverage of medical, dental, and vision insurance for employee and dependents
• Flexible PTO policy including company wide Winter Break (our offices are closed from Christmas Eve to New Year's Day!)
• Paid parental leave
• Fertility and family-building stipend through Carrot
• (U.S. only) Company-facilitated 401(k)
• Exposure to a variety of ML startups, offering unparalleled learning and networking opportunities.

Apply now to embark on a rewarding journey in shaping the future of AI! If you are a motivated individual with a passion for machine learning and a desire to be part of a collaborative and forward-thinking team, we would love to hear from you.