Founding GTM Lead

About the Role

This is a founding commercial role at an early-stage AI/ML startup, built alongside the CEO and COO from day one. You will own the full go-to-market engine, from pipeline creation through close, while laying the sales foundation that scales across Europe's industrial enterprise market. It is a rare opportunity to shape both how the company sells and how the commercial team is built.

What You'll Do

• Define and execute the go-to-market strategy, owning pipeline targets and the end-to-end sales process.

• Partner with founders on enterprise customer conversations, leading calls with industrial decision-makers across Europe.

• Build enterprise-grade sales materials, including decks, business cases, and ROI models tailored to each stakeholder.

• Optimize the funnel across discovery, qualification, demo, and close by identifying bottlenecks and running conversion experiments.

• Represent the company in customer offices, trade fairs, and industry forums across the region.

• Run each deal with structured discipline (MEDDIC/MEDDPICC), maintaining clarity on status, next steps, and blockers.

• Refine the Ideal Customer Profile week over week based on field signals, covering industry, company size, persona, and pain points.

• Turn customer wins into proof points: references, case studies, testimonials, and joint go-to-market plays.

• Recruit and develop the first Account Executives, setting commercial standards and running performance reviews.

What We're Looking For

• 1 to 3 years of hands-on experience closing ARR in B2B or enterprise software sales, consulting, or an equivalent role.

• Demonstrated experience designing outbound sales processes from scratch, with measurable conversion outcomes.

• Proven background selling to or building GTM for industrial enterprises, with fluency in 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 recruiting, onboarding, and developing commercial talent to a high performance standard.

• Experience 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 strategy consultant with hands-on execution experience is a strong plus.

• Native German proficiency and C1+ professional English, comfortable in both investor-grade and industrial buyer conversations.

• AI-native mindset, comfort with ambiguity, and a builder's mentality.

Location

On-site in Berlin, Germany. No visa sponsorship is available.