About the job
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.
Responsibilities
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.
Qualifications
Minimum
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 lacks your domain depth.
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 startups. You understand the urgency, the technical depth, and the rapid decision-making of this customer base.
Communication: Strong executive presence and communication skills, capable of holding your own with VC-backed founders, CTOs, and senior technical decision-makers.
Comfort in Ambiguity: Experience operating in fast-moving environments where the sales motion is not yet fully defined and requires real-time iteration and pattern recognition.
Preferred
No preferred qualifications listed.