Principal, EMEA 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.

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. As a European‑headquartered AI infrastructure company, EMEA is a strategic home market for Nebius and one of the most consequential regions in the global Physical AI build‑out. The Principal, EMEA GTM – Physical AI owns our GTM motion across EMEA: a regional sales overlay role built to drive repeatable revenue within our first and most important segment—Physical AI natives based in or operating across Europe, the Middle East, and Africa. This is a domain‑led, EMEA‑anchored pipeline generator and deal accelerator designed to create leverage: tighter narratives, sharper use‑case framing, and category assets that the EMEA field can run independently.

Responsibilities

• EMEA Pipeline Generation & Account Ownership: Generate qualified, industry‑sourced pipeline and open strategic, executive‑level accounts within the EMEA Physical AI ecosystem—autonomous vehicles, humanoid and industrial robotics, foundation‑model and world‑model builders, industrial computer vision, and the OEM/Tier‑1 cohort investing in Physical AI in Germany, France, Sweden, and Italy. Personally own engagement for our EMEA Top 25 target list and ensure each account has a clear engagement plan and is actively progressing.
• Deal Acceleration with the EMEA Field: Frame use cases and shape solution direction in the early stages of a deal. Partner directly with EMEA AEs, regional GMs, and the Field CTO on top‑tier accounts to accelerate closure, acting as the executive sponsor and regional domain authority.
• EMEA Lighthouse Account Execution: Identify and secure the most innovative companies across EMEA's AI‑native Physical AI segments—autonomy, humanoid robotics, foundation/world‑model builders, simulation‑first startups, defense and dual‑use—converting them into flagship customer wins that validate our platform, establish category credibility in‑region, and create reference gravity for the rest of EMEA.
• Subsegment Theses & Category Building (EMEA Lens): Define EMEA‑specific subsegment theses and extract cross‑account insights to establish repeatable deal patterns. Identify which European customer profiles convert fastest, which use cases generate the highest consumption, which objections appear most frequently (sovereignty, AI Act compliance, data residency, EU‑based support), and which regional GTM motions actually work. Operationalize those learnings into scalable sales plays the EMEA field can run.
• EMEA Sales Playbook Development: Codify market learnings into a comprehensive “EMEA Physical AI Playbook.” Develop battle cards, positioning guides, objection‑handling frameworks, and competitive intelligence materials specific to the EMEA buyer.
• Regional Field Enablement: Act as a force multiplier for the EMEA sales organization. Run internal enablement sessions and training for EMEA Sales, SAs, and Marketing on Physical AI positioning, target personas, regional regulatory framing (EU AI Act, GDPR, sovereignty), and use‑case framing. Publish case studies and reference stories from EMEA lighthouse wins to arm the broader regional team.
• Revenue Conversion in Region: Own the long‑term revenue trajectory of the Physical AI domain in EMEA, ensuring that early lighthouse technical wins translate into high‑volume compute consumption as customers scale their training, simulation, and inference workloads on Nebius infrastructure—and that EMEA contributes its full share of the Physical AI revenue target.
• EMEA Market Intelligence & Competitive Positioning: Maintain a real‑time understanding of the EMEA Physical AI competitive landscape. Track where other cloud providers are winning or losing within our target segments. Feed competitive intelligence into sales assets and deal strategy. Position Nebius's European‑headquartered, sovereignty‑friendly posture as a structural advantage where it matters.
• Regional Ecosystem Evangelism: Evangelize our capabilities at EMEA‑relevant industry events (Hannover Messe, Automatica, European Robotics Forum, VivaTech, AI Summit London, Web Summit, Slush, and EMEA editions of ICRA/IROS/CoRL when applicable) and customer executive briefings—positioning Nebius as the infrastructure of choice for Physical AI workloads built and deployed in Europe and across the broader EMEA region.

Qualifications

• 7+ years of experience in sales overlay, GTM strategy, or domain‑specialist selling within Cloud, AI Infrastructure, or High‑Performance Computing—with a meaningful portion of that experience focused on EMEA customers.
• EMEA Operating Fluency: Deep familiarity with how to sell across the UK, DACH, France, Benelux, Nordics, Southern Europe, the Middle East, and Israel.
• Proven Pipeline Generation: Demonstrated track record of personally sourcing and generating qualified pipeline across EMEA through outbound prospecting, industry relationships, and strategic account engagement at the executive level.
• Deal Acceleration DNA: Experience partnering with Account Executives across multiple EMEA countries to accelerate complex enterprise and startup deals.
• Sales Playbook Builder: Built GTM motions from scratch before—segmenting a market, defining the pitch, creating the sales plays, and training a broader regional team to execute. Bonus if specifically for EMEA.
• Deep Domain Fluency: Understand model training, simulation, synthetic data generation, and inference workloads. Know the key players across the modern Physical AI stack, with strong recall of the European cohort specifically.
• Regulatory & Sovereignty Awareness: Working knowledge of the EU AI Act, GDPR, data‑residency expectations, and the sovereign‑cloud conversation in Europe.
• Enablement Mindset: Enjoy teaching and scaling knowledge, distilling complex technical wins into simple, repeatable sales motions for a broader EMEA team.
• Cross‑Functional Orchestration: Proven track record of working across Sales, SAs, Marketing, and Product Marketing to align distinct teams behind a unified GTM execution plan.
• Startup & AI‑Native Fluency: Experience working with or selling to high‑growth, venture‑backed European startups.
• Communication: Strong executive presence and communication skills, capable of engaging VC‑backed founders, CTOs, and senior technical decision‑makers across EMEA.
• Comfort in Ambiguity: Operating in fast‑moving environments where the sales motion is not yet fully defined.

Why Nebius

• Regional Ownership: Build the EMEA revenue engine for an entirely new category of cloud infrastructure.
• Category Definition: Define the EMEA playbook that the rest of the company will use to sell Physical AI in the region for years to come.
• Frontier Technology: Work at the bleeding edge of embodied intelligence, engaging with companies defining the future of robotics, autonomy, and the physical world.
• Structural Advantage: European‑headquartered—sovereignty, EU data residency, and regulatory alignment are real selling points.
• High Leverage: Focus on the top 10% of transformative EMEA customers that drive the next 90% of growth within this segment.
• Mission: Help define how intelligence moves from the data center into the physical world—starting from Europe.

Benefits & Perks

• Competitive compensation
• Career growth and learning opportunities
• Flexibility and ownership
• Collaborative and innovative culture
• Opportunity to work on impactful AI projects
• International environment and talented teams

What's It Like To Work At Nebius

Fast moving, bold thinking, constant growth, meaningful impact, trust and real ownership, opportunity to shape the future of AI.

Equal Opportunity Statement

Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basis of race, color, religion, sex (including pregnancy), national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire. If you need accommodations during the application process, please let us know.

#J-18808-Ljbffr