EMEA GTM Leader

The Principal, EMEA GTM – Physical AI leads Nebius’ go-to-market motion across Europe, the Middle East and Africa for the Physical AI domain. This is a domain-led, region-anchored pipeline generator and deal accelerator to create leverage with tighter narratives, sharper use-case framing, and category assets that the EMEA field can run independently. You will open strategic, executive-level accounts across the EMEA Physical AI ecosystem, generate qualified pipeline, and personally lead engagement with top targets. You will collaborate with EMEA Account Executives, regional sales leadership, and the Field CTO team to shape opportunities early, act as executive sponsor, and accelerate time-to-close. You will translate regional learnings into repeatable motions and playbooks tailored to the EMEA buyer, sovereignty, EU AI Act compliance, data residency, and multi-country GTM complexity. You may work remotely from within EMEA, with strong preference for London or Munich; Paris or Amsterdam are also viable. Responsibilities include: - Generate qualified pipeline and own engagement for the EMEA Top 25 target accounts in the Physical AI space (autonomous vehicles, humanoid and industrial robotics, foundation/model and world-model builders, industrial computer vision). - Partner with EMEA Account Executives, regional GMs, and Field CTO to accelerate top-tier deals and serve as executive sponsor. - Identify flagship customers, convert them into reference wins, and build repeatable deal patterns. - Define subsegments and category-building playbooks; operationalize learning into scalable sales motions for the EMEA field. - Develop and deliver an EMEA Physical AI Playbook with battle cards, positioning guides, and objection frameworks. - Lead regional enablement sessions across Sales, SAs, and Marketing on regulatory framing, sovereignty, and use-case positioning. - Own long-term revenue trajectory in the EMEA region, ensuring lighthouse wins translate into compute consumption. - Maintain real-time competitive intelligence and position Nebius as sovereignty-friendly infrastructure in Europe. - Represent Nebius at industry events and executive briefings in the region. What we expect: - 7+ years in sales overlay, GTM strategy, or domain-specialist selling within Cloud, AI Infrastructure, or HPC, with meaningful EMEA experience. - Deep familiarity with multiple subregions in Europe, Middle East, and Africa and a view on which to lead for a category like Physical AI. - Proven pipeline generation and executive engagement across EMEA with outbound prospecting and strategic accounts. - Experience building GTM motions and enabling a regional team; knowledge of the modern Physical AI stack and key players across Europe. - Strong understanding of EU AI Act, GDPR, data sovereignty, and sovereignty considerations in procurement. - Comfortable teaching, scaling knowledge, and distilling complex wins into repeatable motions. - Strong cross-functional collaboration across Sales, SAs, Marketing, and Product Marketing; experience with high-growth European startups. - Excellent communication with founders, CTOs, and senior technical decision-makers; extra languages (German, French) a plus. Why Nebius: - You will own and shape the EMEA revenue engine for a new cloud category, with sovereignty and regulatory advantages in Europe. - Lead development of the EMEA playbook and drive category-defining proposals. - Work at the bleeding edge of embodied intelligence and robotics in Europe. - Collaborative, fast-moving culture with opportunities to impact the future of AI.