Founding GTM Lead

About the Role

This is a founding commercial role at an early-stage AI/ML startup selling into Europe's industrial enterprises — you'll build the go-to-market engine from the ground up, working directly alongside the founding team. You'll own the full revenue motion from pipeline creation through close, while simultaneously shaping the sales culture, materials, and team that will scale with the business.

What You'll Do

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

• Lead enterprise customer conversations with industrial decision-makers across Europe, partnering closely with the 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 professionally at customer sites, trade fairs, and industry forums.

• Run deals with rigorous discipline (MEDDIC/MEDDPICC), maintaining clarity on status, next steps, and blockers at all times.

• Continuously sharpen the Ideal Customer Profile based on field signals — industry, company size, persona, and pain points.

• Turn customer wins into durable proof points: case studies, references, testimonials, and joint go-to-market plays.

• Recruit, onboard, and develop the first Account Executives, setting high performance standards from day one.

What We're Looking For

• 1–3 years of hands-on experience closing ARR in B2B or enterprise software sales, consulting, or equivalent — direct ownership of outcomes, not activity management.

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

• Fluency in industrial enterprise sales dynamics: procurement cycles, budget timing, and multi-stakeholder sign-off.

• Experience running complex, multi-stakeholder sales cycles end to end with structured deal progression (MEDDIC/MEDDPICC or equivalent).

• Background as a first commercial hire at a high-growth startup, an ex-founder, or a top-tier consultant with hands-on execution experience.

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

• Track record attracting and developing commercial talent and raising the bar alongside peers.

• 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 orientation over an operator's.

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.