Job Description
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
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
Preferred location: San Francisco, CA or New York, NY. Remote considered for exceptional candidates. 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
About Us
Only Oracle brings together the data, infrastructure, applications, and expertise to power everything from industry innovations to life-saving care. And with AI embedded across our products and services, we help customers turn that promise into a better future for all. Discover your potential at a company leading the way in AI and cloud solutions that impact billions of lives.
True innovation starts when everyone is empowered to contribute. That's why we're committed to growing a workforce that promotes opportunities for all with competitive benefits that support our people with flexible medical, life insurance, and retirement options. We also encourage employees to give back to their communities through our volunteer programs.
We're committed to including people with disabilities at all stages of the employment process. If you require accessibility assistance or accommodation for a disability at any point, let us know by emailing accommodation-request_mb@oracle.com or by calling 1-888-404-2494 in the United States.
Oracle is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability and protected veterans' status, or any other characteristic protected by law. Oracle will consider for employment qualified applicants with arrest and conviction records pursuant to applicable law.
