GTM Manager - Public Cloud Utilization Strategy

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

- Develop and own the end-to-end strategy for public cloud utilization, driving maximum ROI, revenue efficiency, and gross margin improvement.

- Lead execution of utilization initiatives by aligning cross-functional stakeholders across GTM, Product, Engineering, Marketing, Partnerships, and FP&A.

- Diagnose and address root causes of underutilization through targeted solutions - including pricing strategies, GTM motions, sales plays, partnerships, or product enhancements.

- Translate utilization strategies into actionable GTM plays and customer engagement plans to accelerate adoption and optimize cloud usage.

- Partner with senior leadership to prioritize initiatives, secure alignment, and ensure measurable business outcomes.

- Serve as the primary owner and voice of public cloud utilization strategy in executive forums, shaping business direction with data-driven insights.

- Prepare and deliver executive-level briefings on utilization performance, pipeline alignment, and financial impact.

- Collaborate with C-level leadership to ensure cloud utilization strategy aligns with company growth and operational goals.

- Build and maintain dashboards and reporting to provide visibility into public cloud utilization, availability, and revenue impact.

- Partner with capacity planning, cloud operations, and FP&A to analyze revenue, cost structures, margin opportunities, and forecast accuracy.

- Metrics owned - % Public cloud utilization and associated revenue growth, revenue per unit of cloud capacity consumed, Net Revenue Retention (NRR) tied to cloud services, customer base performance (active, growth, churn), gross margin impact of utilization initiatives, and utilization forecast accuracy (planned vs. actual).

You

- Have 7+ years of experience in GTM strategy, business operations, or cross-functional leadership roles within public cloud, SaaS, or infrastructure organizations.

- Possess a strong ability to influence senior executives and communicate actionable insights in board-level and C-suite settings.

- Demonstrate a proven track record of developing strategies, securing buy-in, and leading execution with measurable outcomes.

- Bring strong financial and analytical acumen, with the ability to link utilization metrics directly to growth, margin, and profitability.

- Have cross-functional leadership experience, collaborating effectively with GTM, Product, Engineering, and Finance teams.

- Are comfortable driving complex, high-impact programs across multiple stakeholder groups.

- (Preferred) Hold an MBA or equivalent experience in cloud business strategy and operations.

- (Plus) Bring product or program management experience in a cloud infrastructure context.

Nice to Have

- Experience in the machine learning or computer hardware industry

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

A Final Note:

You do not need to match all of the listed expectations to apply for this position. We are committed to building a team with a variety of backgrounds, experiences, and skills.

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.