Lambda · San Francisco
Sales & BusinessG&ARemoteFullTimeposted 3w ago
Lambda, The Superintelligence Cloud, is a leader in AI cloud infrastructure serving tens of thousands of customers. Our customers range from AI researchers to enterprises and hyperscalers. Lambda's mission is to make compute as ubiquitous as electricity and give everyone the power of superintelligence. One person, one GPU.
If you'd like to build the world's best AI cloud, join us.
*Note: This position requires presence in our San Francisco or San Jose office location 4 days per week; Lambda’s designated work from home day is currently Tuesday.
What You'll Do
Public Cloud Revenue Forecasting
Own the Public Cloud revenue forecast across on-demand, reserved, and committed-use offerings
Build and maintain driver-based models linking capacity, utilization, and pricing to revenue
Forecast new customer acquisition, expansion, contraction, and churn by product line
Deliver monthly revenue forecasts along with variance analysis and commentary
Partner with Accounting on billing, consumption reconciliation, and revenue recognition
Headcount & OpEx Management (BvA)
Own OpEx and headcount planning, tracking, and reporting for the Public Cloud organization
Maintain hiring plans, compensation assumptions, and organizational change tracking against approved headcount
Prepare monthly and quarterly budget vs. actual analysis, identify key drivers, and partner with business owners to explain performance
Support accrual and reclassification inputs with Accounting through the monthly close
GTM Finance Partnership & Strategy
Serve as the finance partner to Public Cloud GTM leadership on go-to-market planning and resource allocation
Model sales capacity, quota coverage, and rep productivity; evaluate territory and quota scenarios
Analyze pipeline conversion, bookings-to-revenue linkage, and funnel efficiency
Build the business case for GTM investments and measure realized return
Customer Segment Analysis
Develop segment-level views of revenue, margin, retention, and lifetime value
Build cohort and consumption-behavior analyses to identify expansion opportunity and churn risk
Size segment opportunity and inform prioritization across self-serve, mid-market, and enterprise
Surface customer concentration risk and account-level margin outliers to leadership
Pricing Support
Support pricing strategy with margin, elasticity, and competitive analysis across instance types and regions
Model P&L impact of list price changes, discount structures, and committed-use constructs
Support deal review on non-standard pricing, approval thresholds, and margin guardrails
Internal Usage & Allocation
Track and report internal, non-revenue consumption of Public Cloud capacity across Engineering, Research, and demo or benchmark use
Build and maintain allocation and chargeback methodology
Quantify the opportunity cost of internal usage relative to external monetization
Partner with Infrastructure Finance on capacity availability and utilization reporting
Executive Reporting & Communication
Deliver Public Cloud insights for monthly business reviews, executive reviews, and board materials
Translate consumption and operational data into a clear financial narrative
Provide actionable recommendations to drive revenue growth, margin, and capital efficiency
You
Have a Bachelor's degree in Finance, Accounting, Economics, or a related field
Have 4+ years of experience in FP&A, corporate finance, GTM or sales finance, investment banking, or consulting, ideally with a focus on Cloud / AI infrastructure, SaaS, Data centers, Telecom, or Hardware
Have direct experience forecasting revenue in a consumption-based or usage-based business model
Possess extensive experience in financial modeling and analysis, with a deep expertise in constructing complex financial models and interpreting financial statements to drive strategic decision-making
Have excellent analytical, strategic thinking, and decision-making skills
Possess strong Excel skills and experience with financial software systems
Have the ability to thrive in a fast-paced, high-growth environment, balancing multiple complex projects
Have excellent written and verbal communication skills with the ability to present complex data clearly and concisely
Are comfortable partnering directly with senior commercial and technical stakeholders
Are a team player with a positive attitude, strong work ethic, and a commitment to continuous improvement
Are able to work in an ambiguous environment with very little direction
Nice to Have
Prior experience in a startup or high-growth organization, demonstrating adaptability and flexibility to thrive in such environments
Experience with pricing strategy, unit economics, or deal desk support
Working proficiency in SQL and comfort querying large data sets directly
Experience with enterprise planning systems and CRM data
Familiarity with GPU compute, AI/ML workloads, or public cloud infrastructure
Salary Range Information
The annual salary range for this position has been set based on market data and other factors. However, a salary higher or lower than this range may be appropriate for a candidate whose qualifications differ meaningfully from those listed in the job description.
About Lambda
Founded in 2012, with 500+ employees, and growing fast
Our investors notably include TWG Global, US Innovative Technology Fund (USIT), Andra Capital, SGW, Andrej Karpathy, ARK Invest, Fincadia Advisors, G Squared, In-Q-Tel (IQT), KHK & Partners, NVIDIA, Pegatron, Supermicro, Wistron, Wiwynn, Gradient Ventures, Mercato Partners, SVB, 1517, and Crescent Cove
We have research papers accepted at top machine learning and graphics conferences, including NeurIPS, ICCV, SIGGRAPH, and TOG
Our values are publicly available: https://lambda.ai/careers
We offer generous cash & equity compensation
Health, dental, and vision coverage for you and your dependents
Wellness and commuter stipends for select roles
401k Plan with 2% company match (USA employees)
Flexible paid time off plan that we all actually use
Equal Opportunity Employer
Lambda is an Equal Opportunity employer. Applicants are considered without regard to race, color, religion, creed, national origin, age, sex, gender, marital status, sexual orientation and identity, genetic information, veteran status, citizenship, or any other factors prohibited by local, state, or federal law.