The role

Nebius is building the cloud infrastructure that will power the next generation of Physical AI—robotics, autonomous systems, simulation/world models, and embodied intelligence operating in the real world.

The Principal, Business Development – Enterprise Physical AI is a strategic market-creation role responsible for unlocking the massive demand for Physical AI infrastructure within the Global 2000. You will bridge the gap between cutting-edge AI innovation and legacy heavy industry.

While our "Physical AI" team wins the robot builders, you will win the robot buyers. You will define the strategy for how Nebius penetrates mission-critical sectors including Automotive, Manufacturing, Logistics, Energy, Utilities, Agriculture, Construction, and the Public Sector. You will also orchestrate the ecosystem of legacy Enterprise ISVs (CAD, PLM, ERP, MES), transforming them from competitors into key partners and customers who run their industrial software on our cloud.

This is a definitive "Zero to One" opportunity to define the commercial strategy for a new category of cloud infrastructure from the ground up.

You’re welcome to work remotely from Europe (Amsterdam, London, or Munich are preferred)

Your responsibilities will include:

• Enterprise Vertical Strategy: Create and drive the GTM strategy for our key industrial verticals. You will determine how we position high-performance cloud infrastructure to an Automotive CIO versus a Utility Operations leader versus a Logistics Warehouse Manager, defining the specific use cases (e.g., Digital Twins, Smart Factories, Autonomous Fleets) that drive consumption.
• Legacy ISV Modernization: Own the relationship strategy for major Industrial ISVs (e.g., in CAD, PLM, Simulation, and Manufacturing Execution). You will engage them on two fronts: as customers and as partners (creating joint solutions to co-sell into the enterprise).
• Secure Lighthouse Enterprise Wins: Identify and close the first 5-10 major enterprise accounts that validate our platform for industrial workloads. You will navigate complex procurement, compliance, and security requirements to land these "company-making" logos.
• Drive Ecosystem Revenue: Own the long-term revenue trajectory of Physical AI across industry verticals, ensuring that early "Lighthouse" technical wins translate into massive, high-volume compute consumption as our customers scale their training and simulation workloads.
• Bridging the Ecosystem: Connect the "AI Native" robotics solutions (validated by your counterpart) into the enterprise customer base. Create opportunities where Nebius brings a complete solution—infrastructure + partner software—to solve a specific industrial pain point.
• Field Enablement: Act as the "Physical AI" subject matter expert for the broader sales team. Build the playbooks, battle cards, and reference architectures that enable our generalist enterprise sellers to identify and close Physical AI opportunities in their existing accounts.
• Product Signal: Translate the unique constraints of the enterprise market (e.g., sovereign cloud requirements, edge-to-cloud latency, industrial protocol support) into clear requirements for our Product and Engineering teams.
• Public Sector & Gov Strategy: Define the engagement model for government and public sector opportunities, specifically regarding autonomous infrastructure and smart cities.

We expect you to have:

• 7+ years of experience in business development, strategic sales, or alliances within Cloud, Industrial IoT, or Enterprise Software.
• Vertical Fluency: You understand the operational reality of heavy industry. You know the difference between IT (Information Technology) and OT (Operational Technology) and understand how AI is bridging that divide in sectors like Auto and Energy.
• Industrial Ecosystem Network: Experience working with or partnering with the "Industrial Giants" (e.g., Siemens, Dassault Systèmes, PTC, Ansys, Honeywell, etc.). You understand the software stack that runs the physical world.
• Complex Deal Architect: Experience managing large-scale enterprise pursuits involving multiple stakeholders (CIO, CTO, LOB Heads), extensive legal reviews, and long sales cycles.
• GTM Strategy Experience: Proven ability to build a vertical strategy from scratch—segmenting the market, identifying the "wedge" use cases, and training a sales force to execute.
• 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.
• Communication: Strong executive presence, capable of pitching a vision of "Industrial AI" to a Board of Directors or a Public Sector leader.
• Comfort in Ambiguity: Experience operating in a fast-paced environment where you are building the plane while flying it, often without a pre-existing case study to rely on.

Why Nebius:

• Industrial Transformation: You aren't just selling cloud storage; you are providing the infrastructure that allows the world's largest industries to modernize and automate.
• Strategic Impact: You will define how a new AI cloud enters the most valuable markets on earth.
• The Best of Both Worlds: You get to sell the speed and innovation of Nebius AI infrastructure, combined with the trust and scale of the enterprise ecosystem.
• High Leverage: Your work unlocks the massive "consumption phase" of Physical AI, where widespread deployment drives exponential growth.
• Mission: Help define how intelligence moves from the data center into the physical world.

Join Nebius Today!