Director, GTM - Physical AI

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. The role Nebius is building the cloud infrastructure that will power the next generation of Physical AI—robotics, autonomous systems, simulation, and embodied intelligence operating in the real world. The Director, GTM – Physical AI owns our scale motion: a sales overlay role built to drive repeatable revenue within our first and most important segment—Physical AI natives. This is not a generalist AE seat. It’s a domain-led pipeline generator and deal accelerator designed to create leverage: tighter narratives, sharper use-case framing, and category assets the field can run. You will open strategic, executive-level accounts, generate qualified pipeline, and personally lead engagement across our Top 25 target list. On top-tier deals, you’ll partner directly with Account Executives and the Field CTO team to shape the opportunity early, act as executive sponsor, and accelerate time-to-close. In parallel, you’ll turn what you learn into repeatable motions—subsegment theses, playbooks, and enablement that help Nebius scale the Physical AI GTM engine beyond any single person. This is a definitive “zero-to-one” opportunity to build the commercial foundation for a new cloud category from the ground up. You’re welcome to work remotely from the United States (SF Bay Area, CA or Austin, TX preferred). Your responsibilities will include: Pipeline Generation & Account Ownership: Generate qualified, industry-sourced pipeline and open strategic, executive-level accounts within the Physical AI ecosystem. Personally own engagement for our Top 25 target list, ensuring each account has a clear engagement plan and is actively progressing. Deal Acceleration: Frame use cases and shape solution direction in the early stages of a deal. Partner directly with AEs on top-tier accounts to accelerate closure, acting as the executive sponsor and domain authority. Your involvement is the difference between a stalled deal and a closed one. Lighthouse Account Execution: Identify and secure the most innovative companies across key AI-native segments—Foundation Model builders, Humanoid robotics, autonomous systems, simulation-first startups—converting them into flagship customer wins that validate our platform and establish market credibility. Category Building & Subsegment Theses: Define subsegment theses and extract cross-account insights to establish repeatable deal patterns. Identify which customer profiles convert fastest, which use cases generate the highest consumption, and which objections appear most frequently—then operationalize those learnings into scalable sales plays. Sales Playbook Development: Codify market learnings into a comprehensive “Physical AI Playbook.” Develop battle cards, positioning guides, objection handling frameworks, and competitive intelligence materials. Deliver formalized, documented sales motions that the broader field team can execute independently. Field Enablement: Act as a force multiplier for the sales organization. Conduct internal enablement sessions and training for Sales, SAs, and Marketing on Physical AI positioning, target personas, and use-case framing. Publish case studies and reference stories from lighthouse wins to arm the broader team. Revenue Conversion: Own the long-term revenue trajectory of the Physical AI domain, ensuring that early lighthouse technical wins translate into high-volume compute consumption as customers scale their training, simulation, and inference workloads on Nebius infrastructure. Market Intelligence & Competitive Positioning: Maintain a real-time understanding of the Physical AI competitive landscape. Track where AWS, Azure, GCP, CoreWeave, and Lambda are winning or losing within our target segments. Feed competitive intelligence into sales assets and deal strategy. Ecosystem Evangelism: Evangelize our capabilities at industry events (e.g., CVPR, CoRL, ICRA) and customer executive briefings, positioning Nebius as the infrastructure of choice for Physical AI workloads. We expect you to have: 7+ years of experience in sales overlay, GTM strategy, or domain-specialist selling within Cloud, AI Infrastructure, or High-Performance Computing. Proven Pipeline Generation: Demonstrated track record of personally sourcing and generating qualified pipeline through outbound prospecting, industry relationships, and strategic account engagement. Deal Acceleration DNA: Experience partnering with Account Executives to accelerate complex enterprise and startup deals. You know how to frame a use case, position value, and act as an executive sponsor to drive closure. Sales Playbook Builder: You have built GTM motions from scratch before—segmenting a market, defining the pitch, creating the sales plays, and training a broader team to execute. Deep Domain Fluency: You speak the language of the builders. You understand the difference between model training, simulation, synthetic data generation, and inference workloads. You know the key players—startups and incumbents—across the modern Physical AI stack. Enablement Mindset: You enjoy teaching and scaling knowledge. You can take complex technical wins and distill them into simple, repeatable sales motions for a broader team that