Head of Business Development, Inference Service Providers & AI Cloud Offtake

About this role

As Head of Business Development at vCluster Labs, you aren't just brokering GPU deals; you are building vCluster's global offtake business from the first match. You pair inference service providers (ISPs) with AI Clouds, secure the buyer's minimum purchase commitment for an agreed term, and stay through the first paid workload. When an operator needs vCluster for tenant isolation or vMetal to provision bare-metal GPUs, you win the software order with Sales. As Head of Business Development, your role will include: - Global GPU supply: You will lead commercial relationships with participating NVIDIA Cloud Partners (NCPs) and other AI Clouds. You will verify technical readiness and reservation authority at onboarding, then track available, reserved, and planned capacity weekly by GPU type, count, region, price, and delivery date. - Funded inference demand: You will reach ISPs, model builders, AI startups, and ISVs directly and through developer communities, with NVIDIA Inception referrals where relevant. You will verify the budget owner, launch date, and minimum commitment before a buyer enters the funnel. - vCluster's matchmaking system: With RevOps and Product, you will launch the workflow for intake, routing, and partner acceptance. You will match buyers on performance, residency, price, and timing, give each referral an owner and response date, and reroute opportunities that stall. - Partner enablement and co-sell: You will create partner-specific offers, sales playbooks, and technical workshops with Marketing and developer relations. You will run joint campaigns, co-sell with partner reps and vCluster Sales, and measure which trials convert to paid production. - Demand forecasting and capacity guidance: You will forecast usage by GPU type, region, and month from buyer ramp plans, pipeline, and actual consumption, counting each workload once across bids. You will show signed commitments and upside separately, and advise AI Cloud executives where to add, reallocate, or defer GPUs. - Offtake through first billing and vCluster revenue: You will validate performance with Solutions Engineering and lead buyer and provider negotiations on price, minimums, ramp schedules, service levels, and delivery risk with Finance and Legal. You will resolve launch blockers with Engineering, verify first billing, close the software order with the account executive, and report partner offtake value, metered GPU-hours against commitment, and booked vCluster ARR separately. This role could be a fit for you if you bring: - Capacity deals you closed and carried into production: You have personally sourced and closed at least two capacity agreements (GPU capacity, inference services, or comparable cloud contracts with a minimum spend), and at least one reached paid production. You led buyer and provider teams from negotiation to first billing. - Leadership across providers or regions: 12+ years in cloud business development, partnerships, or infrastructure sales, or equivalent experience leading a business of comparable scope. You have carried a revenue target, built pipeline from scratch, and grown usage or recurring revenue across providers or regions. - Access to buyers and suppliers: You can name the first three inference buyers you would call and reach the people who can reserve GPUs. You understand how founders and ISV leaders fund production as cloud credits expire and traffic grows. - A matchmaking process others can run: You have launched a capacity planning, partner referral, or workload placement system that field teams adopted, including how competing claims on GPUs get resolved. - Forecasting and executive judgment: You have compared a demand forecast with actual consumption, and your analysis has led a provider or infrastructure executive to add, defer, or reallocate capacity. - Technical and financial fluency: You know NVIDIA GPUs, inference developer tools, and Kubernetes. With a solutions architect, you can benchmark latency and throughput under peak traffic and size a reservation, and you can show a CFO how cost per million tokens and provider margin change at half the forecast traffic. Bonus points for: - Adjacent backgrounds: GPU cloud sales, compute procurement for a model provider, or capacity partnerships at an inference platform. - Compute marketplace experience: Operating a compute marketplace or working with NCPs participating in AICP. - Startup program sourcing: Sourcing startups through AWS Activate or Google for Startups. - Advanced degree: An MBA or advanced technical degree, or equivalent practical experience. ABOUT VCLUSTER LABS We're the #1 platform for AI infrastructure, trusted by the world's fastest-growing AI cloud builders. We're a venture-backed startup that's raised over $28M from top-tier investors including Khosla Ventures (first investor in OpenAI, GitLab, Stripe, and DoorDash), and we're in a hyper-growth phase looking for motivated people to join our team. Our headquarters are in San Francisco (Salesforce Tower), but our team is distributed around the globe with a remote-first culture. We give AI Cloud providers and AI factories a hyperscaler-like experience on their own GPU infrastructure. Our platform runs the full stack an operator needs, from bare metal provisioning and node lifecycle management up through managed Kubernetes, Slurm, Ray, and inference clusters, so they can turn raw GPUs into cluster products they can sell in days instead of spending 12+ months building it themselves. Today we power over 100,000 GPUs and 1 million CPUs across 50+ AI clouds and Fortune 500 companies, backed by a team of 40+ infrastructure engineers who build alongside our customers rather than just shipping them software. We're the company behind vCluster, the open source technology for tenant isolation on Kubernetes, with 11,000+ GitHub stars and 40M+ tenant clusters created since 2021. Open source is part of our DNA. At KubeCon North America 2025, we launched our Infrastructure Ten

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