Founding GTM Lead

ABOUT THE ROLE
This is a founding commercial role at an early-stage AI/ML startup, built directly alongside the CEO and COO to establish and scale the go-to-market engine from the ground up. You will own the full pipeline, from discovery through close, while shaping the sales discipline, materials, and team that will grow with the company. Selling into Europe's industrial enterprises, you will define not just how deals get done, but how the company builds its commercial identity.
WHAT YOU'LL DO
- Define and execute the go-to-market strategy, owning pipeline targets and the end-to-end sales process.
- Partner with founders on enterprise customer conversations, leading calls with industrial decision-makers across Europe.
- Build enterprise-grade sales materials including decks, business cases, and ROI models tailored to each stakeholder.
- Optimize the funnel across discovery, qualification, demo, and close, running experiments to improve conversion.
- Represent the company at customer sites, trade fairs, and industry forums with thorough 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, adjusting for industry, size, persona, and pain points.
- Turn customer wins into proof points: references, case studies, testimonials, and joint GTM plays.
- Recruit and develop the founding commercial team, setting performance standards and running deal reviews.
WHAT WE'RE LOOKING FOR
- 1 to 3 years of hands-on experience closing ARR in B2B or enterprise software sales, consulting, or a comparable role.
- Demonstrated experience designing outbound sales processes from scratch, with measurable conversion outcomes.
- Background in industrial enterprise sales or GTM, with fluency in procurement cycles, budget timing, and multi-stakeholder sign-off.
- Experience running complex, multi-stakeholder sales cycles end-to-end with documented deal progression discipline.
- Track record selling or building GTM for emerging or category-defining products where positioning required co-creation with buyers.
- Experience recruiting, onboarding, and developing Account Executives or similar commercial hires.
- Background as a first commercial hire at a scaleup, ex-founder, or management consultant with hands-on execution experience is a strong plus.
- Native German proficiency and professional English at C1 or above, comfortable in both investor-grade and industrial buyer conversations.
- AI-native mindset, comfort with ambiguity, and a builder's mentality.
LOCATION
On-site in Berlin, Germany. Visa sponsorship is not available.

Employment type
FullTime

Work arrangement
No