Founding GTM Lead

About the Role

This is a founding commercial role at an early-stage AI/ML startup, built alongside the CEO and COO from day one. You will own the full go-to-market engine, from pipeline creation through close, while laying the sales foundation that scales across Europe's industrial enterprise market. It is a rare opportunity to shape both how the company sells and how the commercial team is built.

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 by identifying bottlenecks and running conversion experiments. Represent the company in customer offices, trade fairs, and industry forums across the region. Run each deal 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, covering industry, company size, persona, and pain points. Turn customer wins into proof points: references, case studies, testimonials, and joint go-to-market plays. Recruit and develop the first Account Executives, setting commercial standards and running performance reviews.

What We're Looking For

1 to 3 years of hands-on experience closing ARR in B2B or enterprise software sales, consulting, or an equivalent role. Demonstrated experience designing outbound sales processes from scratch, with measurable conversion outcomes. Proven background selling to or building GTM for industrial enterprises, 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 recruiting, onboarding, and developing commercial talent to a high performance standard. Experience selling emerging or category-defining products where market positioning required co-creation with buyers.

Background as a first commercial hire at a scaleup, an ex-founder, or a strategy consultant with hands-on execution experience is a strong plus. Native German proficiency and C1+ professional English, 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. No visa sponsorship is available.

ABOUT THE ROLE

This is a founding commercial role at an early-stage AI/ML startup, built alongside the CEO and COO from day one. You will own the full go-to-market engine, from pipeline creation through close, while laying the sales foundation that scales across Europe's industrial enterprise market. It is a rare opportunity to shape both how the company sells and how the commercial team is built.

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 by identifying bottlenecks and running conversion experiments.
• Represent the company in customer offices, trade fairs, and industry forums across the region.
• Run each deal 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, covering industry, company size, persona, and pain points.
• Turn customer wins into proof points: references, case studies, testimonials, and joint go-to-market plays.
• Recruit and develop the first Account Executives, setting commercial standards and running performance reviews.

WHAT WE'RE LOOKING FOR

- 1 to 3 years of hands-on experience closing ARR in B2B or enterprise software sales, consulting, or an equivalent role.

• Demonstrated experience designing outbound sales processes from scratch, with measurable conversion outcomes.
• Proven background selling to or building GTM for industrial enterprises, 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 recruiting, onboarding, and developing commercial talent to a high performance standard.
• Experience selling emerging or category-defining products where market positioning required co-creation with buyers.
• Background as a first commercial hire at a scaleup, an ex-founder, or a strategy consultant with hands-on execution experience is a strong plus.
• Native German proficiency and C1+ professional English, 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. No visa sponsorship is available.