About the Role
This is a high-ownership enterprise sales role at an early-stage AI company serving the global sea and air freight industry. You will own the full sales cycle, closing multi-year contracts with large freight forwarders and converting active pilots into long-term partnerships. Working directly with the founding team, you will shape how the company sells into one of the world's largest industries at a pivotal stage of growth.
What You'll Do
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Own the complete sales cycle with enterprise freight forwarders, from initial conversation through contract signature.
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Build and nurture relationships with C-level decision-makers at globally leading forwarders and regional champions.
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Develop and iterate repeatable sales playbooks as the company scales from founder-led to team-led sales.
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Drive pricing strategy, contract negotiation, and deal structure for six- and seven-figure agreements.
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Translate customer feedback into product roadmap priorities and share insights across the team to inform strategy and positioning.
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Travel regularly across Europe and occasionally to Asia and North America to meet key stakeholders.
What We're Looking For
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3 to 7 years of enterprise sales experience, ideally selling technology or software into traditional, operations-heavy industries.
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Proven track record closing six- and seven-figure deals with large enterprises or equivalent organizations.
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Experience navigating complex enterprise organizations with long sales cycles and multiple stakeholders.
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Ability to run structured discovery processes, build compelling business cases, and quantify ROI in operational environments.
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Comfort building and executing sales playbooks in a founder-led, early-stage environment.
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Experience with go-to-market strategy, pricing, and deal structuring.
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Fluency in both English and German, with the ability to conduct negotiations and presentations in both languages.
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Knowledge of global logistics, freight forwarding, or supply chain is a strong plus.
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Proficiency in additional European languages is a bonus.
Location
Hybrid, based in Berlin and/or Hamburg, Germany. The role requires in-person presence at least a few days per week, plus regular travel across Europe and occasional international travel. Local work authorization is required; visa sponsorship is not available.
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