About this role
About the Role
This is a high-ownership enterprise sales role at an early-stage AI SaaS company building purpose-built automation tools for the global sea and air freight industry. You will own the full sales cycle, converting pilots into long-term partnerships and closing multi-year contracts with major freight forwarders. Working directly with the founding team, you will help shape how the company sells into one of the world's largest industries.
What You'll Do
- Own the complete enterprise sales cycle with global and regional freight forwarders, from first conversation through contract signature.
- Build and nurture relationships with C-level decision-makers at target accounts.
- Develop and iterate repeatable sales playbooks as the company transitions from founder-led to team-led sales.
- Drive pricing strategy, contract negotiation, and deal structuring while translating customer feedback into product roadmap input.
- Synthesize customer insights and share learnings across the team to inform go-to-market strategy and positioning.
- Travel regularly across Europe and occasionally to Asia and North America to meet key stakeholders.
What We're Looking For
- 3 to 7 years of enterprise sales experience selling technology or software products into traditional, operations-heavy industries.
- Proven track record closing six- and seven-figure deals with large enterprise or equivalent organizations.
- Experience navigating complex enterprise organizations with long sales cycles and multiple stakeholders.
- Strong discovery, business case development, and ROI quantification skills in operational environments.
- Experience developing sales playbooks and go-to-market strategies, ideally in a founder-led or early-stage company environment.
- Fluency in both English and German, with the ability to conduct negotiations and presentations in both languages.
- Willingness to work in person several days per week in Berlin and/or Hamburg.
- Knowledge of global logistics, freight forwarding, or supply chain is a strong plus.
- Proficiency in additional European languages is a bonus.
Location
Hybrid role based in Berlin and/or Hamburg, Germany, with regular travel across Europe and occasional international trips. Local work authorization is required; visa sponsorship is not available.