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About the Role

Nebius is building the cloud infrastructure to power the next generation of Physical AI, including robotics, autonomous systems, and simulation. This role focuses on driving Go-To-Market strategy and revenue within the EMEA region for Physical AI native companies. It involves opening executive-level accounts, generating pipeline, and accelerating deals by partnering with regional sales teams. The position offers a unique opportunity to build a new cloud category from the ground up in a strategic home market for Nebius.

Responsibilities

Generate qualified, industry-sourced pipeline and open strategic, executive-level accounts within the EMEA Physical AI ecosystem.
Personally own engagement for our EMEA Top 25 target list, ensuring active progression and clear engagement plans.
Frame use cases and shape solution direction in early deal stages, partnering with EMEA AEs and leadership to accelerate closure.
Act as executive sponsor and regional domain authority on top-tier accounts.
Identify and secure innovative companies across EMEA's AI-native Physical AI segments to convert them into flagship customer wins.
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, and which objections appear most frequently.
Operationalize learnings into scalable sales plays for the EMEA field.
Codify market learnings into a comprehensive “EMEA Physical AI Playbook,” including battle cards, positioning guides, and objection-handling frameworks.
Deliver formalized, documented sales motions for the broader EMEA field team.
Act as a force multiplier for the EMEA sales organization through internal enablement and training sessions.
Publish case studies and reference stories from EMEA lighthouse wins.
Own the long-term revenue trajectory of the Physical AI domain in EMEA, ensuring early wins translate into high-volume compute consumption.
Maintain a real-time understanding of the EMEA Physical AI competitive landscape.
Feed competitive intelligence into sales assets and deal strategy.
Position Nebius's European-headquartered, sovereignty-friendly posture as a structural advantage.
Evangelize capabilities at EMEA-relevant industry events and customer executive briefings.
Position Nebius as the infrastructure of choice for Physical AI workloads built and deployed in Europe and across the broader EMEA region.

Requirements

7+ years of experience in sales overlay, GTM strategy, or domain-specialist selling within Cloud, AI Infrastructure, or High-Performance Computing, with a significant portion focused on EMEA customers.
Deep familiarity with selling 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 through outbound prospecting, industry relationships, and strategic account engagement at the executive level.
Experience partnering with Account Executives across multiple EMEA countries to accelerate complex enterprise and startup deals.
Experience building GTM motions from scratch, including segmenting a market, defining the pitch, creating sales plays, and training a broader regional team.
Understanding of modern Physical AI stack key players, with strong recall of the European cohort.
Working knowledge of the EU AI Act, GDPR, data-residency expectations, and the sovereign-cloud conversation in Europe.
Ability to distill complex technical wins into simple, repeatable sales motions for a broader EMEA team.
Proven track record of working across Sales, SAs, Marketing, and Product Marketing to align teams behind a unified GTM execution plan.
Experience working with (or selling to) high-growth, venture-backed European startups.
Strong executive presence and communication skills, capable of engaging with VC-backed founders, CTOs, and senior technical decision-makers across EMEA.
Experience operating in fast-moving environments where the sales motion is not yet fully defined and requires real-time iteration and pattern recognition.

Skills

Sales Overlay
GTM Strategy
Domain-Specialist Selling
Cloud
AI Infrastructure
High-Performance Computing
EMEA Market Expertise
Pipeline Generation
Deal Acceleration
Sales Playbook Development
Domain Fluency (Physical AI)
Regulatory Awareness (EU AI Act, GDPR)
Sovereignty Awareness
Enablement
Cross-Functional Orchestration
Startup Engagement
AI-Native Customer Engagement
Executive Communication
Ambiguity Navigation

Location

Remote (within EMEA)
London
Munich
Paris
Amsterdam

Work Type

Remote
Full-time

Experience Level

Principal
7+ years experience

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

About the Company

Nebius is leading a new era in cloud infrastructure for the global AI economy, building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment.
Built by engineers, for engineers, Nebius addresses complex challenges across compute, storage, networking, and applied AI.
Listed on Nasdaq (NBIS) and headquartered in Amsterdam, Nebius has a global footprint with R&D hubs across Europe, the UK, North America, and Israel.
The company employs over 1,500 people, including hundreds of engineers with deep expertise in hardware, software, and AI R&D.

Equal Opportunity

Nebius is an equal opportunity employer committed to fostering an inclusive and diverse workplace.
Provides equal employment opportunities in all aspects of employment without discrimination based on race, color, religion, sex, national origin, ancestry, age, disability, genetic information, marital status, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable law.
Applicants must be authorized to work in the country of application and will be required to provide proof of employment eligibility.
Offers accommodations during the application process upon request.