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
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Own the end-to-end enterprise sales cycle with global and regional freight forwarders, from first conversation through contract signature.
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Build and nurture relationships with C-level decision-makers at leading enterprise logistics organizations.
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Develop and iterate repeatable sales playbooks as the company transitions from founder-led to team-led selling.
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Drive pricing strategy, contract negotiation, and deal structuring, while translating customer feedback into product roadmap input.
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Synthesize customer insights and share learnings across the team to sharpen positioning and strategy.
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Travel regularly across Europe and occasionally to Asia and North America to meet key stakeholders in person.
What We're Looking For
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3 to 7 years of enterprise sales experience selling technology or software products into traditional, operations-heavy industries.
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Proven track record closing six- and seven-figure deals with Fortune 500 or equivalent enterprise organizations.
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Experience navigating complex enterprise buying processes with long sales cycles and multiple stakeholders.
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Background selling SaaS, AI, or automation products into legacy or operationally complex environments.
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Strong discovery, business case development, and ROI quantification skills.
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Comfort building playbooks and executing them simultaneously in an ambiguous, fast-moving environment.
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Experience in founder-led or early-stage company settings.
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Full fluency in both English and German, with the ability to lead negotiations and presentations in both languages.
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Familiarity with the global logistics, freight forwarding, or supply chain industry is a plus.
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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.
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