Sales Force
Marketing & Sales
March 25, 2026
Defines sales team structure, commission model, incentives, training, and supervision hierarchy for enterprise GPU cloud sales execution.
Team Composition at Launch
1
Head of Sales
Full-time • Enterprise infrastructure • Gulf / EU focus
Executive Sponsor
CEO / Founder
Key deal participation • Not a dedicated sales role
+1 AE
Scale-Up Phase
Account Executive added at 2nd facility launch
Responsibility Allocation by Segment
Sovereign AI
UAE • KSA
Track 3 — Private AI Factory
Head of Sales — direct ownership, primary pipeline
Enterprise EU
DE • FR • NL
Track 2 + 3 — Reserved & Private
Head of Sales — direct ownership
AI Labs & Hyperscalers
Global
Track 1 + 2 — Pay-per-Use & Reserved
CEO sponsor + Head of Sales
Commission Structure
| Revenue Track | ACV Rate | Model |
|---|---|---|
| Track 3 — Private AI Factory | 3 – 5% | ~$12M/yr ACV • highest value |
| Track 2 — Reserved Capacity | 5 – 8% | 1–3 year contracts |
| Track 1 — Pay-per-Use | — | Self-serve / API-driven • no individual commission |
Commission Variability • No Cap
Quota Attainment
Accelerator
>100% quota → 1.5× on surplus
Contract Length
Multiplier
3-year → 1.2× vs 1-year base
New vs Renewal
Differential
New logo: full rate • Renewal: 50%
Product Track
Tiered Rates
Track 3: 3–5% • Track 2: 5–8%
Incentives & Bonuses
Signing Bonus
$25 – 50K
Anchor client signed
Annual Bonus
10 – 20% base
≥100% quota attainment
Equity / ESOP
4yr vest / 1yr cliff
Early hire grant
Travel Perks
Full coverage
GITEX • Web Summit • GTC • VivaTech
Expense Policy
Reimbursed
- Travel — flights, hotels, per diem (Gulf / EU)
- Client entertainment — up to $500/mo
- Telecom — mobile, intl. roaming
- Equipment — laptop, CRM, tools
- Visas & registrations
Not Reimbursed
- Personal transport & parking
- Meals outside business events
- Unapproved courses & certs
- Business wardrobe
Supervision & Training
Reporting & Control
Reports to: CEO (direct, flat)
Pipeline review: weekly
Revenue review: monthly
CRM tracking • Quarterly OKR alignment
Training Cadence
Product / tech: monthly
Competitive intel: quarterly
NVIDIA enablement: 1–2×/year
Sales methodology: annually
Training Responsibility
Launch: CEO-led, hands-on
External: NVIDIA partner programs
Scale-up: Head of Sales onboards AEs
Training Programs
Product Training
GPU cluster architecture, DLC, energy model, PUE, API • Internal w/ CTO
Competitive Positioning
vs Hyperscalers, CoreWeave, Lambda, Crusoe • Internal briefings
Sovereign & Regulatory
UAE/KSA procurement, GDPR, BIS export • External + internal
Sales Methodology
MEDDIC / MEDDPICC framework • External workshop
NVIDIA Enablement
GPU hardware, software stack, certification • NVIDIA-led
Non-Sales Deal Participants
CEO
Executive sponsor • Final negotiations • Signing
CTO
Technical pre-sales • PoC • Due diligence
Head of Energy
Energy model • Sustainability • ESG credentials
Legal (Ext.)
Contracts • NDA • SLA framework
