Principal, EMEA GTM – Physical AI

Responsibilities

We are representing a confidential AI cloud infrastructure organization in their search for a Principal, EMEA GTM – Physical AI based in London. This is a revenue-generating, domain-led regional sales overlay role focused exclusively on the Physical AI ecosystem across Europe, the Middle East, and Africa.

You will own the EMEA go-to-market motion for Physical AI workloads—robotics, autonomous systems, simulation, and embodied intelligence. This is not a generalist sales seat; it is a zero-to-one opportunity to build repeatable commercial motions in a strategic home market.

Your responsibilities include:

• Generate qualified pipeline and open strategic, executive-level accounts within the EMEA Physical AI ecosystem—autonomous vehicles, humanoid and industrial robotics, foundation-model builders, industrial computer vision, and OEM/Tier-1 players across Germany, France, Sweden, Italy, and the broader region
• Personally own engagement for the EMEA Top 25 target account list, ensuring each has a clear engagement plan and is actively progressing
• Partner directly with EMEA Account Executives, regional GMs, and Field CTOs to accelerate closure on top-tier deals, acting as executive sponsor and domain authority
• Identify and secure lighthouse customer wins across autonomy, humanoid robotics, foundation/world-model builders, simulation-first startups, and defense/dual-use segments to establish category credibility in-region
• Define EMEA-specific subsegment theses and extract cross-account insights to establish repeatable deal patterns, identifying which European customer profiles convert fastest and which use cases generate highest consumption
• Codify market learnings into a comprehensive EMEA Physical AI Playbook, including battle cards, positioning guides, objection-handling frameworks, and competitive intelligence materials tailored to the EMEA buyer
• Run internal enablement sessions for EMEA Sales, SAs, and Marketing on Physical AI positioning, target personas, regional regulatory framing (EU AI Act, GDPR, sovereignty), and use-case development
• Own the long-term revenue trajectory of the Physical AI domain in EMEA, ensuring early technical wins translate into high-volume compute consumption as customers scale training, simulation, and inference workloads
• Maintain real-time understanding of the EMEA Physical AI competitive landscape and feed intelligence into sales assets and deal strategy
• Evangelize capabilities at EMEA industry events including Hannover Messe, Automatica, European Robotics Forum, VivaTech, AI Summit London, Web Summit, and Slush

What We're Looking For

• 7+ years of experience in sales overlay, GTM strategy, or domain-specialist selling within Cloud, AI Infrastructure, or High-Performance Computing—with meaningful EMEA customer focus
• EMEA Operating Fluency: Deep familiarity selling across the UK, DACH, France, Benelux, Nordics, Southern Europe, the Middle East, and Israel, with understanding that EMEA is not one market
• Proven Pipeline Generation: Demonstrated track record personally sourcing and generating qualified pipeline across EMEA through outbound prospecting, industry relationships, and strategic account engagement at executive level
• Deal Acceleration DNA: Experience partnering with Account Executives across multiple EMEA countries to accelerate complex enterprise and startup deals, knowing how to frame use cases, position value, and act as executive sponsor
• Sales Playbook Builder: History building GTM motions from scratch—segmenting markets, defining pitches, creating sales plays, and training broader regional teams to execute (EMEA experience a bonus)
• Deep Domain Fluency: Ability to speak the language of builders, understanding the difference between model training, simulation, synthetic data generation, and inference workloads, with strong recall of the European Physical AI cohort
• Regulatory & Sovereignty Awareness: Working knowledge of EU AI Act, GDPR, data-residency expectations, and sovereign-cloud conversations in Europe
• Enablement Mindset: Enjoyment of teaching and scaling knowledge, distilling complex technical wins into simple, repeatable sales motions for broader EMEA teams
• Cross-Functional Orchestration: Proven track record working across Sales, SAs, Marketing, and Product Marketing across multiple EMEA countries and time zones
• Startup & AI-Native Fluency: Experience working with or selling to high-growth, venture-backed European startups, understanding the urgency, technical depth, and rapid decision-making of this customer base
• Communication: Strong executive presence capable of engaging VC-backed founders, CTOs, and senior technical decision-makers across EMEA (additional European languages a plus, not required)
• Comfort in Ambiguity: Experience operating in fast-moving environments where sales motions require real-time iteration and pattern recognition

How We Work With You

Candidates apply through Get A Job.ai. Our talent team will conduct an initial screening to understand your EMEA GTM experience, domain expertise in Physical AI, and track record building sales playbooks from the ground up. Qualified candidates will be submitted to our client for consideration. Please do not attempt to contact the client directly.

Pay

Compensation details will be discussed with qualified candidates during the screening process.

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