Senior Director, Physical AI - Go-To-Market

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 all to way to 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

#LI-KC1
Salary Range:
$321,700-$435,300 per year
We value people as individuals and our dedication is to reward people competitively and equitably for the work they do and the skills and experience they bring to Arm. Salary is only one component of Arm's offering. The total reward package will be shared with candidates during the recruitment and selection process.
Accommodations at Arm
At Arm, we want to build extraordinary teams. If you need an adjustment or an accommodation during the recruitment process, please email [email protected] . To note, by sending us the requested information, you consent to its use by Arm to arrange for appropriate accommodations. All accommodation or adjustment requests will be treated with confidentiality, and information concerning these requests will only be disclosed as necessary to provide the accommodation. Although this is not an exhaustive list, examples of support include breaks between interviews, having documents read aloud, or office accessibility. Please email us about anything we can do to accommodate you during the recruitment process.
Hybrid Working at Arm
Arm's approach to hybrid working is designed to create a working environment that supports both high performance and personal wellbeing. We believe in bringing people together face to face to enable us to work at pace, whilst recognizing the value of flexibility. Within that framework, we empower groups/teams to determine their own hybrid working patterns, depending on the work and the team's needs. Details of what this means for each role will be shared upon application. In some cases, the flexibility we can offer is limited by local legal, regulatory, tax, or other considerations, and where this is the case, we will collaborate with you to find the best solution. Please talk to us to find out more about what this could look like for you.
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.