Principal, EMEA GTM - Physical AI

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 not a generalist regional AE seat. It 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. You will open strategic, executive-level accounts across the EMEA Physical AI ecosystem, generate qualified pipeline, and personally lead engagement across our EMEA Top 25 target list. On top-tier deals, you will partner directly with EMEA Account Executives, regional sales leadership, and the Physical AI Field CTO team to shape the opportunity early, act as executive sponsor, and accelerate time-to-close. In parallel, you will turn what you learn in-region into repeatable motions—subsegment theses, playbooks, and enablement—tailored to the EMEA buyer, the regulatory environment (EU AI Act, GDPR, data sovereignty), and the region's multi-country go-to-market complexity. This is a definitive “zero-to-one” opportunity to build the EMEA commercial foundation for a new cloud category from the ground up, in a region where Nebius has structural home-market advantage. You are welcome to work remotely from within EMEA, with strong preference for London or Munich; Paris or Amsterdam are also viable. Your responsibilities will include: 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. Your involvement is the difference between a stalled deal and a closed one. 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. Deliver formalized, documented sales motions that the broader EMEA field team—across the UK, DACH, France, Benelux, Nordics, Southern Europe, the Middle East, and Israel—can execute independently. 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 (e.g., 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. 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—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. You understand that EMEA is not one market and you have a point of view on which subregions to lead with for a category like Physical AI. 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. 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 regional team to execute. Bonus if you have done it specifically for EMEA. Deep Domain Fluency: You speak the language of the builders. You understand the difference between model training, simulation, a).

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