Sr. Manager, Deal Initiation to Customer Activation

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. Role Overview We are seeking a hands-on leader to design and scale the end-to-end Deal Initiation to Customer Activation process in a rapidly growing, complex sales environment. This role will focus on eliminating friction across the deal lifecycle—from initial structuring through contracting and ensuring accurate setup of customer agreements in billing systems—while improving speed, accuracy, and predictability. This role will reduce friction, improve deal velocity, and ensure customer agreements are correctly structured, approved, and activated . You will also define policies and governance that enable scale without slowing the business. You’ll partner closely with Sales, Commercial Ops, Legal, Finance, GTM Ops, Billing Engineering, and Billing Product . This is a 0→1 and 1→n role , requiring both process design and strong execution in a fast-growing environment. Responsibilities Own and optimize the end-to-end deal lifecycle from initiation through customer activation Define and enforce policies and governance frameworks (deal structuring, approvals, contract standards, billing readiness) Ensure deals are structured to meet customer requirements while leveraging standard processes to accelerate cycle time Identify and eliminate friction across quoting, approvals, contracting, and billing setup Partner with Sales and Commercial Ops to improve deal quality and first-time-right structuring Collaborate with Legal and Finance to streamline approvals and ensure compliance Work with GTM Systems to embed workflows and controls in CPQ, CRM, and contract tools Partner with Billing Engineering and Product to ensure order forms are accurately and automatically ingested into billing systems Standardize handling of complex deal constructs (usage-based pricing, multi-year deals, custom terms) Build playbooks and guidance for Sales Track and improve cycle time, bottlenecks, policy adherence, and activation accuracy What You Will Build A scalable, policy-driven deal lifecycle engine Clear approval frameworks and deal guardrails Faster time-to-revenue with fewer errors and rework Reliable order form → billing → activation flow What Great Looks Like Deals are structured to meet customer needs while adhering to scalable, standard processes Approval cycles are fast and predictable Order forms translate cleanly into billing systems Customer accounts are accurately activated without delays Policies are embedded in systems, not enforced manually Who You Are 7–10+ years in GTM Ops, Sales Ops, or Commercial Ops Deep experience with Quote-to-Cash / deal lifecycle processes Proven ability to build and scale processes in fast-growing environments Strong understanding of what good looks like at scale , with a clear plan to get there Ability to balance speed and control , designing for both near-term execution and long-term scalability Experience with CPQ, CRM, billing, and contract systems Strong project management and stakeholder management skills Able to work through complex, ambiguous problems with patience and persistence Why This Role Matters As deal complexity grows, execution breaks before strategy does. This role ensures we can scale revenue without scaling friction , enabling faster deal cycles, accurate…