• Define and continuously refine Builder’s positioning as the AI product development platform, establishing a clear, durable, and differentiated narrative in the market. • Translate Context, Collaboration, and Trust into compelling enterprise value aligned to executive priorities such as velocity, capital efficiency, governance, and risk reduction. • Shape category language and competitive positioning against AI IDEs, AI prototyping tools, autonomous agents, and headless CMS platforms. • Own Builder’s analyst relations strategy, including executive briefings and proactive engagement with firms such as Gartner and Forrester. • Lead go-to-market strategy for major product releases, partnering with Product on packaging, pricing, and value communication. • Develop persona-specific messaging for engineering leadership, platform/frontend leaders, design system owners, product stakeholders, and marketing teams. • Equip Sales and Field teams with strategic positioning frameworks, executive narratives, objection handling, and competitive intelligence that increases win rates in complex enterprise cycles. • Establish clear ROI and value articulation that demonstrates throughput gains and engineering capacity recovery across Fusion and Publish. • Conduct win/loss and competitive analysis to continuously refine differentiation and messaging. • Act as a strategic thought partner across Product, Sales, Demand Gen, Content, and DevRel to ensure narrative alignment during product and market evolution.

• GTM Org Design & Workforce Planning - Act as a strategic consultant to Sales and Customer Success leadership on organizational structure, span of control, role architecture, and headcount planning. Translate business goals into scalable org designs that support pipeline growth, retention targets, and geographic expansion. You will design the plans and propose to the leadership team • Compensation Strategy & Plan Design - Lead the design and evolution of sales compensation plans, CS incentive structures, and variable pay programs. Partner with Finance and Revenue leadership to build plans that motivate the right behaviors, align to company economics, and remain competitive in the market. • Strategic Program & Project Management - Guide [design and execute on] end-to-end delivery of people initiatives across the GTM employee lifecycle, from onboarding and ramp programs to performance calibration and leadership development. Manage budgets, timelines, and cross-functional stakeholders while documenting learnings and fostering continuous improvement. • Global GTM Partnership - Serve as a trusted advisor to Sales and Customer Success leaders across multiple regions, thoughtfully navigating cultural nuances and country-specific employment laws to support organizational health, performance, and retention. • Employee Relations & Culture - Support employee relations matters across our international GTM team with cultural sensitivity and sound judgment. Bring knowledge of global ER practices, including the nuances of managing performance in quota-carrying roles. • AI-Enhanced People Operations - Champion the use of AI tools to elevate HR effectiveness, from predictive attrition modeling and sales talent analytics to automated insights and program optimization.

• Lead the product narrative and define positioning and messaging. • Create high-impact assets for Sales and Success teams. • Support customer lifecycle communication using various tools. • Own the end-to-end go-to-market process for new features. • Conduct customer research and analyze user behavior. • Manage profiles on platforms like G2 and Capterra for social proof.

• Nebius is hiring a Sr. Director, GTM Mergers & Acquisitions to lead go-to-market integration for newly acquired companies. • This is a high-visibility role responsible for translating acquisition strategy into commercial execution — accelerating revenue synergies, protecting and enhancing customer experience, and enabling sales with expanded product capabilities. • You will sit at the center of cross-functional integration, partnering with Sales, Marketing, Product, Finance, GTM Operations, Customer Experience, and GTM Systems & Tooling to seamlessly integrate acquired businesses into Nebius’ commercial engine. • Success in this role means faster time-to-revenue, minimal customer disruption, aligned systems and processes, and repeatable integration playbooks that scale with our M&A strategy.