• 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.

• Research and identify new business opportunities, including potential clients, markets, and partnerships. • Generate leads and build a robust pipeline of prospective clients. • Develop and maintain strong relationships with key stakeholders, including prospective and existing clients. • Understand their business needs and challenges to propose effective solutions. • Develop and execute strategies to achieve sales targets and business goals. • Create and deliver compelling presentations and proposals to potential clients. • Lead negotiations with potential clients and partners, ensuring mutually beneficial agreements. • Close deals effectively and manage the transition of new clients to the implementation phase. • Conduct market research and analyze industry trends to stay informed about the competitive landscape and emerging opportunities. • Use insights to inform strategic decisions and business development initiatives.

• Drive new business opportunities and close inbound leads. • Selling to C/board level requiring gravitas and credibility as well as understanding technology and data. • Focused with a true hunter mentality and have previous experience selling either SaaS or consulting/professional services. • Building and managing your own sales pipeline. (80% inbound leads & 20% outbound) • Managing sales leads from initial contact through to commercial negotiations. • Arrange and lead product demonstrations over a video conferencing link. • Understanding the use case & needs of each prospect and then present our product and solutions to them. • Develop quotes and proposals for potential clients. • Managing expectations with prospects and leaving each conversation with clear next steps. • Leading discussions, negotiations and consultations with prospects to achieve contract ‘sign off’. • Working with the BDE team to move forward qualified inbound leads. • Collaborating with marketing teams to stay up to date with product updates. • Attending networking events and conferences. • Managing Hubspot CRM data with inbound leads to ensure data is up to date. • Meeting KPI's (Demo calls taken, Quotes produced, Revenue closed) and reporting numbers to head of department.

• Develop and execute a go-to-market strategy to grow Teton’s footprint across Senior Living & Skilled Nursing Operators. • Own the full sales cycle, from outbound prospecting and industry event attendance to managing multi-stakeholder enterprise deals through to close. • Build and maintain a strong pipeline of qualified opportunities, providing accurate forecasting and CRM updates, with a consistent focus on exceeding target. • Collaborate closely with leadership and cross-functional teams to help shape Teton’s commercial approach in the US.