Principal Business Development – Physical AI

Role Overview

• Ecosystem GTM Strategy: Create and own the comprehensive Go-To-Market strategy for the Physical AI vertical. Define the segmentation, targeting, and positioning for Model Builders, Robot Builders, and ISVs, ensuring we have a cohesive narrative for the entire value chain.
• Lighthouse Deal Execution: Identify and secure relationships with the top 10 most innovative companies in the ecosystem (e.g., Foundation Model builders, Humanoid startups), converting them into "Design Partners" whose success validates our platform.
• Drive Ecosystem Revenue: Own the long-term revenue trajectory of the Physical AI domain, ensuring that early "Lighthouse" technical wins translate into massive, high-volume compute consumption as our customers scale their training and simulation workloads.
• Field Enablement: Act as a force multiplier for the sales organization by codifying your market learnings into a scalable "Physical AI Playbook." Create battle cards, training modules, and positioning guides to enable the core Sales, Marketing, and Partnership teams to identify and close opportunities independently.
• ISV & Partner Alignment: Map the critical software stack (Simulation platforms, Data Labeling, Middleware) and structure partnerships that create a frictionless developer experience. Ensure our GTM strategy aligns with these partners to drive co-sell motions.
• Product Signal: Serve as the primary sensor for Product & Engineering, synthesizing complex customer requirements regarding simulation, synthetic data, and reinforcement learning into clear product signals.
• Orchestrate Joint Value: Structure "first-of-their-kind" partnerships and design partner agreements that serve as templates for the rest of the organization, moving beyond standard cloud consumption contracts.
• Ecosystem Evangelism: Evangelize our vision at industry events (e.g., CVPR, CoRL, ICRA) and executive briefings, positioning Nebius not just as a vendor, but as a fellow innovator in the stack.
• Feedback Loops: Maintain structured internal feedback loops to ensure customer learnings, friction points, and unmet needs are tracked, communicated, and acted upon by leadership.

Requirements

• 7+ years of experience in business development, strategic partnerships, or product strategy within Cloud, AI, or Robotics.
• GTM Strategy Experience: Proven ability to define a strategy from scratch—segmenting a market, defining the pitch, and building the playbook for others to follow.
• Market Maker Capacity: Experience taking new, complex technologies and finding their first foothold with technical early adopters before a playbook existed.
• Deep Domain Fluency: You speak the language of the builders. You understand the difference between Sim2Real gaps, foundation model training, and inference latency. You know the key players (startups and ISVs) in the modern robotics 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.
• Cross-Functional Orchestration: Proven track record of working across Sales, Marketing, Product Marketing, and Partnerships to align distinct teams behind a unified GTM strategy and execution plan.
• Startup DNA: Experience working with (or within) high-growth, venture-backed startups. You understand the urgency, the technical depth, and the pivot-ready nature of this customer base.
• Communication: Strong executive presence and communication skills, capable of holding your own with VC-backed founders and CTOs.
• Comfort in Ambiguity: Experience operating in fast-moving environments where the sales motion is not yet defined and requires real-time iteration.

Tech Stack

• Cloud
• Go

Benefits

• Health Insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
• 401(k) Plan: Up to 4% company match with immediate vesting.
• Parental Leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
• Remote Work Reimbursement: Up to $85/month for mobile and internet.
• Disability & Life Insurance: Company-paid short-term, long-term, and life insurance coverage.