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.
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
This role requires extensive travel.
Disclaimer:
Certain U.S. based or U.S. customer or client-facing roles may be required to comply with applicable requirements, such as immunization/occupational health mandates, and/or drug testing requirements.
Range and benefit information provided in this posting are specific to the stated locations only
US: Hiring Range in USD from: $102,300 to $209,500 per annum. May be eligible for bonus and equity.
Oracle maintains broad salary ranges for its roles in order to account for variations in knowledge, skills, experience, market conditions and locations, as well as reflect Oracle's differing products, industries and lines of business. Candidates are typically placed into the range based on the preceding factors as well as internal peer equity.
Oracle US offers a comprehensive benefits package which includes the following:
- Medical, dental, and vision insurance, including expert medical opinion
- Short term disability and long term disability
- Life insurance and AD&D
- Supplemental life insurance (Employee/Spouse/Child)
- Health care and dependent care Flexible Spending Accounts
- Pre-tax commuter and parking benefits
- 401(k) Savings and Investment Plan with company match
- Paid time off: Flexible Vacation is provided to all eligible employees assigned to a salaried (non-overtime eligible) position. Accrued Vacation is provided to all other employees eligible for vacation benefits. For employees working at least 35 hours per week, the vacation accrual rate is 13 days annually for the first three years of employment and 18 days annually for subsequent years of employment. Vacation accrual is prorated for employees working between 20 and 34 hours per week. Employees working fewer than 20 hours per week are not eligible for vacation.
- 11 paid holidays
- Paid sick leave: 72 hours of paid sick leave upon date of hire. Refreshes each calendar year. Unused balance will carry over each year up to a maximum cap of 112 hours.
- Paid parental leave
- Adoption assistance
- Employee Stock Purchase Plan
- Financial planning and group legal
- Voluntary benefits including auto, homeowner and pet insurance
The role will generally accept applications for at least three calendar days from the posting date or as long as the job remains posted.
Career Level - IC4