Senior Director, Physical AI - Go-To-Market
Arm Limited, San Jose, CA, United States
Arm is looking for a GTM Lead to drive adoption of our compute platform across the next generation of robotics and autonomous systems. Our customers are building innovative, real‑world AI systems—humanoid robots, industrial automation, AVs, drones, with more Physical AI innovation on the way. Arm’s GTM team deeply engages with customers to understand their challenges and help translate those challenges to the product requirements for our product management organization.
The GTM role at Arm is responsible for complete customer success including early engagement, product fit alignment, shaping commercial deals and helping shape the customer’s success with their product through ensuring a healthy silicon and software ecosystem. While a customer facing role, the right candidate will have a technical enough background to be able to present Arm’s product roadmaps. In this role you’ll work directly with customers and a matrix of Arm’s internal teams to help Arm scale the business to become the default platform for physical AI.
Responsibilities:
Lead the GTM strategy for robotics & autonomy with a focus on driving wins and long‑term revenue
Refine priority segments (e.g., industrial robotics, humanoids, AMRs, AVs, drones)
Identify and prioritize target accounts and design‑in opportunities while positioning our platform for success among competitors
Lead strategic deals from early engagement through design win and production
Navigate complex buying groups: hardware, software, AI, and executive sponsors
Support customers through discovery, evaluation, benchmarking, and integration
Shape the developer and partner ecosystem through partnership with product and engineering to ensure strong roadmap, SDK, tooling, and AI framework support
Build partnerships with robotics software stacks (ROS, simulation platforms, autonomy stacks)
Enable system integrators, ODMs, and reference design partners
Bridge gaps between product, engineering, and go‑to‑market teams
Translate customer requirements (performance, power, latency, safety) into product direction
Influence roadmap based on real‑world workloads (perception, planning, control)
Help define reference architectures and use‑case‑specific optimizations
Develop scalable GTM infrastructure that includes technical messaging, benchmarks, and dynamic market positioning
Scope reference designs, solution briefs, and vertical‑specific playbooks
Necessary Skills and Experience:
7–15+ years in GTM, business development, or product roles in semiconductors or deep tech
Experience working with robotics, autonomous systems, automotive, or edge AI
Track record of securing design wins or platform adoption
Familiarity with Tier 1s, OEMs, and startup ecosystems
Skilled in intricate deal structuring and strategic partnerships
Appreciation for developer experience as a GTM lever
Proven history of collaboration with partners (ISVs, ODMs, system integrators)
Nice to Have:
Experience at a semiconductor company or selling silicon platforms
Background in AI/ML workloads on edge devices
Exposure to functional safety (ISO 26262) or robotics safety standards
Salary Range: $321,700–$435,300 per year
Equal Opportunities at Arm Arm is an equal opportunity employer, committed to providing an environment of mutual respect where equal opportunities are available to all applicants and colleagues. We are a diverse organization of dedicated and innovative individuals, and don’t discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
#J-18808-Ljbffr
The GTM role at Arm is responsible for complete customer success including early engagement, product fit alignment, shaping commercial deals and helping shape the customer’s success with their product through ensuring a healthy silicon and software ecosystem. While a customer facing role, the right candidate will have a technical enough background to be able to present Arm’s product roadmaps. In this role you’ll work directly with customers and a matrix of Arm’s internal teams to help Arm scale the business to become the default platform for physical AI.
Responsibilities:
Lead the GTM strategy for robotics & autonomy with a focus on driving wins and long‑term revenue
Refine priority segments (e.g., industrial robotics, humanoids, AMRs, AVs, drones)
Identify and prioritize target accounts and design‑in opportunities while positioning our platform for success among competitors
Lead strategic deals from early engagement through design win and production
Navigate complex buying groups: hardware, software, AI, and executive sponsors
Support customers through discovery, evaluation, benchmarking, and integration
Shape the developer and partner ecosystem through partnership with product and engineering to ensure strong roadmap, SDK, tooling, and AI framework support
Build partnerships with robotics software stacks (ROS, simulation platforms, autonomy stacks)
Enable system integrators, ODMs, and reference design partners
Bridge gaps between product, engineering, and go‑to‑market teams
Translate customer requirements (performance, power, latency, safety) into product direction
Influence roadmap based on real‑world workloads (perception, planning, control)
Help define reference architectures and use‑case‑specific optimizations
Develop scalable GTM infrastructure that includes technical messaging, benchmarks, and dynamic market positioning
Scope reference designs, solution briefs, and vertical‑specific playbooks
Necessary Skills and Experience:
7–15+ years in GTM, business development, or product roles in semiconductors or deep tech
Experience working with robotics, autonomous systems, automotive, or edge AI
Track record of securing design wins or platform adoption
Familiarity with Tier 1s, OEMs, and startup ecosystems
Skilled in intricate deal structuring and strategic partnerships
Appreciation for developer experience as a GTM lever
Proven history of collaboration with partners (ISVs, ODMs, system integrators)
Nice to Have:
Experience at a semiconductor company or selling silicon platforms
Background in AI/ML workloads on edge devices
Exposure to functional safety (ISO 26262) or robotics safety standards
Salary Range: $321,700–$435,300 per year
Equal Opportunities at Arm Arm is an equal opportunity employer, committed to providing an environment of mutual respect where equal opportunities are available to all applicants and colleagues. We are a diverse organization of dedicated and innovative individuals, and don’t discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.
#J-18808-Ljbffr