Founding GTM Lead

About the Role This is a founding commercial role at an early-stage AI/ML company, built from the ground up alongside the CEO and COO. You'll own the full go-to-market engine — from strategy and pipeline to close and team-building — selling into Europe's industrial enterprises. It's a rare opportunity to define not just how the company sells, but how the commercial function scales. What You'll Do Define and execute go-to-market strategy, owning pipeline targets and the end-to-end sales process. Lead enterprise customer conversations with industrial decision-makers across Europe, partnering closely with founders. Build enterprise-grade sales materials — decks, business cases, and ROI models — tailored to each stakeholder and buyer type. 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 with rigorous preparation. Run deals 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 — industry, company size, persona, and pain points. Turn customer wins into proof points: case studies, references, testimonials, and joint GTM plays. Build and lead the founding commercial team, recruiting and developing the first Account Executives and setting performance standards. What We're Looking For 1–3 years of hands-on B2B/enterprise software sales, consulting, or equivalent experience with direct responsibility for closing ARR. Demonstrated ability to design and execute outbound sales processes from scratch, with measurable conversion outcomes. Experience selling to or building GTM for industrial enterprises — fluent in procurement cycles, budget timing, and multi-stakeholder sign-off. Track record running complex, multi-stakeholder sales cycles end-to-end with documented deal progression discipline. Proven ability to sell emerging or category-defining products where market positioning required co-creation with buyers. Experience as a first commercial hire at a scaleup, ex-founder, or management consultant with hands-on execution (not just advisory) background. Track record recruiting, onboarding, and developing commercial talent with high performance standards. Native German proficiency with C1+ professional English — comfortable across investor-grade content and industrial buyer conversations. AI-native mindset, comfort with ambiguity, and a builder's mentality. Location On-site in Berlin, Germany . The role involves regular travel to customer offices, trade fairs, and industry events across Europe. Visa sponsorship is not available.