Director, GTM - Physical AI

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.

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.

You will open strategic, executive-level accounts, generate qualified pipeline, and personally lead engagement across our Top 25 target list. On top-tier deals, you’ll partner directly with Account Executives and the Field CTO team to shape the opportunity early, act as executive sponsor, and accelerate time-to-close. In parallel, you’ll turn what you learn into repeatable motions—subsegment theses, playbooks, and enablement that help Nebius scale the Physical AI GTM engine beyond any single person.

This is a definitive “zero-to-one” opportunity to build the commercial foundation for a new cloud category from the ground up.

Your responsibilities will include:

• 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 Enabl