Overview
ABOUT THE ROLE
Full job description
ABOUT THE ROLE This is a high-ownership enterprise sales role at an early-stage AI startup building purpose-built automation for the sea and air freight industry. You will own the full sales cycle, working directly with the founding team to close multi-year contracts with global freight forwarders and convert active pilots into long-term partnerships. The deals you close in these early stages directly shape the company's trajectory. WHAT YOU'LL DO
- Own the complete sales cycle with enterprise freight forwarders, from first conversation through contract signature.
- Build and nurture relationships with C-level decision-makers at globally leading and regional freight forwarders.
- Develop and iterate repeatable sales playbooks as the company scales from founder-led to team-led sales.
- Drive pricing strategy, contract negotiation, and deal structure for six- and seven-figure agreements.
- Translate customer feedback into product roadmap priorities and share insights across the team to inform 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, ideally selling SaaS, AI, or automation 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 and iterating go-to-market strategies and sales playbooks.
- Comfortable operating in ambiguity and thriving in a founder-led, early-stage environment.
- Fluency in both English and German, with the ability to conduct negotiations and presentations in both languages.
- Knowledge of global logistics, freight forwarding, or supply chain is a strong plus.
- Additional European languages are a bonus.
- Local work authorization required; visa sponsorship is not available. LOCATION Hybrid, based in Berlin and/or Hamburg, with an expectation to work in person several days per week. Regular travel across Europe is required, with occasional trips to Asia and North America.
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