Founding GTM Lead

About the Role

This is a founding commercial role at an early-stage AI/ML company selling into Europe's industrial enterprises. You'll work directly alongside the CEO and COO to build the go-to-market engine from scratch, owning the full pipeline from discovery through close while shaping the team and processes that will scale behind you.

What You'll Do

- Define and execute the go-to-market strategy, owning pipeline targets and the sales process end to end.
- Lead enterprise customer conversations with industrial decision-makers across Europe, partnering closely with the founders.
- Build enterprise-grade sales materials including decks, business cases, and ROI models tailored to each stakeholder and buyer.
- Optimize the funnel across discovery, qualification, demo, and close by identifying bottlenecks and running conversion experiments.
- Represent the company at customer sites, trade fairs, and industry forums across Europe.
- Run deals with structured discipline (MEDDIC/MEDDPICC), maintaining clarity on status, next steps, and blockers at all times.
- Refine the ICP week over week based on field signals, adjusting for industry, company size, persona, and pain points.
- Turn customer wins into reusable proof points: references, case studies, testimonials, and joint go-to-market plays.
- Recruit, onboard, and develop the founding commercial team, including the first Account Executives, and set the performance bar.

What We're Looking For

- 1 to 3 years of hands-on experience closing ARR in B2B or enterprise software sales, consulting, or a comparable role.
- Demonstrated experience designing outbound sales processes from scratch with measurable conversion outcomes.
- Fluency in industrial enterprise sales dynamics: procurement cycles, budget timing, and multi-stakeholder sign-off.
- Experience running complex, multi-stakeholder sales cycles end to end with documented deal progression discipline.
- Track record selling emerging or category-defining products where market positioning required co-creation with buyers.
- Background as a first commercial hire at a scaleup, an ex-founder, or a management consultant with hands-on execution experience.
- Proven ability to recruit, develop, and raise the bar for other commercial talent.
- Native German proficiency and professional English (C1+), comfortable in both investor-grade and industrial buyer conversations.
- AI-native mindset with comfort operating in ambiguity and a builder's mentality over an operator's.

Location

On-site in Berlin, Germany. Visa sponsorship is not available.