Founding GTM Lead

About the Role

This is a founding commercial role at an early-stage AI/ML company, built from the ground up alongside the CEO and COO. You'll own the full go-to-market engine — from strategy and pipeline to close and team-building — selling into Europe's industrial enterprises. It's a rare opportunity to define not just how the company sells, but how the commercial function scales.

What You'll Do

• Define and execute go-to-market strategy, owning pipeline targets and the end-to-end sales process.

• Lead enterprise customer conversations with industrial decision-makers across Europe, partnering closely with founders.

• Build enterprise-grade sales materials — decks, business cases, and ROI models — tailored to each stakeholder and buyer type.

• Optimize the funnel across discovery, qualification, demo, and close by identifying bottlenecks and running conversion experiments.

• Represent the company at customer sites, trade fairs, and industry forums with rigorous 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 — industry, company size, persona, and pain points.

• Turn customer wins into proof points: case studies, references, testimonials, and joint GTM plays.

• Build and lead the founding commercial team, recruiting and developing the first Account Executives and setting performance standards.

What We're Looking For

• 1–3 years of hands-on B2B/enterprise software sales, consulting, or equivalent experience with direct responsibility for closing ARR.

• Demonstrated ability to design and execute outbound sales processes from scratch, with measurable conversion outcomes.

• Experience selling to or building GTM for industrial enterprises — fluent in procurement cycles, budget timing, and multi-stakeholder sign-off.

• Track record running complex, multi-stakeholder sales cycles end-to-end with documented deal progression discipline.

• Proven ability to sell emerging or category-defining products where market positioning required co-creation with buyers.

• Experience as a first commercial hire at a scaleup, ex-founder, or management consultant with hands-on execution (not just advisory) background.

• Track record recruiting, onboarding, and developing commercial talent with high performance standards.

• Native German proficiency with C1+ professional English — comfortable across investor-grade content and industrial buyer conversations.

• AI-native mindset, comfort with ambiguity, and a builder's mentality.

Location

On-site in Berlin, Germany. The role involves regular travel to customer offices, trade fairs, and industry events across Europe. Visa sponsorship is not available.