Director, Pricing

The role

Nebius is building one of the world’s leading AI infrastructure and cloud platforms. We are looking for a Pricing & Monetization Lead to define how Nebius monetizes its infrastructure, products, and capacity.

This role owns the company’s pricing strategy, monetization frameworks, discount governance, and pricing decision-making. Working at the intersection of Strategy, Finance, Infrastructure, Product, and Sales, you will ensure that pricing decisions support long-term growth, capacity utilization, and profitability objectives.

You will partner closely with Unit Economics, Market Intelligence & Packaging, Deal Desk, and Finance teams to build a scalable pricing system capable of supporting rapid growth and increasingly complex commercial decisions.

Your responsibilities will include: 

Pricing Strategy & Frameworks

• Own company-wide pricing strategy across GPU infrastructure, Cloud products, Token Factory and all future offerings.
• Define and maintain list pricing, pricing tiers, commitment pricing structures, and regional pricing approaches.
• Ensure pricing frameworks remain aligned with business strategy, capacity availability, profitability targets and SOX procedures.

Monetization & Unit Economics Translation

• Translate unit economics and margin objectives into commercial pricing decisions.
• Partner with Unit Economics team to define pricing floors, establish target margin ranges, and evaluate profitability by SKU, region, and customer segment.
• Balance revenue growth, margin performance, and capacity utilization.
• Support monetization decisions for new products, infrastructure, and commercial models.

Discount Governance & Commercial Policy

• Own Nebius discount framework and approval logic.
• Define discount matrixes, pricing guardrails, approval thresholds, and escalation criteria.
• Ensure consistent application of pricing rules across all commercial teams.

Pricing Performance Management

• Monitor realized pricing, discount trends, margin realization, and pricing compliance.
• Identify pricing leakage and monetization opportunities.
• Lead regular pricing review forums with stakeholders.

We expect you to have: 

• 7–12 years in Pricing, Monetization, Revenue Strategy, Commercial Finance, or Corporate Strategy.
• Experience in Cloud Infrastructure, AI Infrastructure, SaaS, Telecom, or Marketplace businesses.