Quick Overview
Job Description
About the Role
This is a high-ownership enterprise sales role at an early-stage AI company building purpose-built automation software for the sea and air freight industry. You will own the full sales cycle, closing multi-year contracts with global freight forwarders, and work directly with the founding team to shape go-to-market strategy, messaging, and deal structure. The deals you close in this formative period directly influence the company's growth trajectory.
What You'll Do
Own the end-to-end 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 leading enterprise logistics organizations.
Develop and iterate repeatable sales playbooks as the company transitions from founder-led to team-led selling.
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 sharpen positioning and strategy.
Travel regularly across Europe and occasionally to Asia and North America to meet key stakeholders in person.
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 Fortune 500 or equivalent enterprise organizations.
Experience navigating complex enterprise buying processes with long sales cycles and multiple stakeholders.
Background selling SaaS, AI, or automation products into legacy or operationally complex environments.
Strong discovery, business case development, and ROI quantification skills.
Comfort building playbooks and executing them simultaneously in an ambiguous, fast-moving environment.
Experience in founder-led or early-stage company settings.
Full fluency in both English and German, with the ability to lead negotiations and presentations in both languages.
Familiarity with the global logistics, freight forwarding, or supply chain industry is a plus.
Proficiency in additional European languages is a plus.
Location
Hybrid, based in Berlin and/or Hamburg, Germany. Several days per week in the office are expected, along with regular travel across Europe and occasional trips to Asia and North America. Local work authorization is required; visa sponsorship is not available.