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.