[Hiring] Principal, EMEA GTM - Physical AI @Nebius

Role Description

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 buildout.

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.

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.
• Deal Acceleration with the EMEA Field: Frame use cases and shape solution direction in the early stages of a deal.
• EMEA Lighthouse Account Execution: Identify and secure the most innovative companies across EMEA's AI-native Physical AI segments.
• Subsegment Theses & Category Building (EMEA Lens): Define EMEA-specific subsegment theses and extract cross-account insights.
• EMEA Sales Playbook Development: Codify market learnings into a comprehensive “EMEA Physical AI Playbook.”
• Regional Field Enablement: Act as a force multiplier for the EMEA sales organization.
• Revenue Conversion in Region: Own the long-term revenue trajectory of the Physical AI domain in EMEA.
• EMEA Market Intelligence & Competitive Positioning: Maintain a real-time understanding of the EMEA Physical AI competitive landscape.
• Regional Ecosystem Evangelism: Evangelize our capabilities at EMEA-relevant industry events.

Qualifications

• 7+ years of experience in sales overlay, GTM strategy, or domain-specialist selling within Cloud, AI Infrastructure, or High-Performance Computing.
• Deep familiarity with how to sell across the UK, DACH, France, Benelux, Nordics, Southern Europe, the Middle East, and Israel.
• Demonstrated track record of personally sourcing and generating qualified pipeline across EMEA.
• Experience partnering with Account Executives across multiple EMEA countries to accelerate complex enterprise and startup deals.
• You have built GTM motions from scratch before.
• You speak the language of the builders.
• Working knowledge of the EU AI Act, GDPR, data-residency expectations, and the sovereign-cloud conversation in Europe.
• You enjoy teaching and scaling knowledge.
• Proven track record of working across Sales, SAs, Marketing, and Product Marketing.
• Experience working with (or selling to) high-growth, venture-backed European startups.
• Strong executive presence and communication skills.
• Experience operating in fast-moving environments.

Benefits

• 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