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About the Role
Own the enterprise sales process for an AI and automation provider serving the freight and logistics industry. You will close complex, multi-year contracts with global freight forwarders, convert active pilots into long-term partnerships, and work closely with commercial leadership to shape the sales approach.
Responsibilities
- Manage the full enterprise sales cycle, from initial conversation through contract signature.
- Build relationships with C-level decision-makers and other senior stakeholders at global and regional freight forwarders.
- Develop and refine repeatable sales playbooks as the business grows beyond founder-led selling.
- Lead pricing strategy, contract negotiations, and deal structuring.
- Translate customer feedback and operational insights into product and go-to-market priorities.
- Travel regularly across Europe, with occasional trips to Asia and North America.
Requirements
- Three to seven years of enterprise sales experience selling technology or software into traditional, operations-heavy industries.
- A track record of personally closing six- and seven-figure deals with Fortune 500 companies or equivalent organizations, supported by quota results or complex deal wins.
- Experience selling SaaS, AI, or automation products into legacy or operationally complex industries.
- Confidence navigating long sales cycles, multiple stakeholders, and senior decision-makers.
- Strong discovery, business case development, and ROI quantification skills.
- Experience developing sales playbooks and go-to-market strategies, and working in a founder-led or early-stage environment.
- Experience with pricing, contract negotiation, and deal structuring.
- Fluency in English and German for business presentations and negotiations.
- Authorization to work in Germany is required.
- Visa sponsorship is not available.
Skills
- SaaS
- AI
- Automation
- Sales playbooks
- Go-to-market strategies
- Pricing
- Contract negotiation
- Deal structuring
- Discovery
- Business case development
- ROI quantification
- English
- German
Location
- Berlin, Germany
- Hamburg, Germany
Work Type
- Hybrid
- Travel
Experience Level
- Mid-level