Founding GTM Lead
About the Role
This is a founding commercial role at an early-stage AI/ML company selling into Europe's industrial enterprises. You'll work directly alongside the CEO and COO to build the go-to-market engine from scratch, owning the full pipeline from discovery through close while shaping the team and processes that will scale behind you.
What You'll Do
Define and execute the go-to-market strategy, owning pipeline targets and the 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 including decks, business cases, and ROI models tailored to each stakeholder and buyer.
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 across Europe.
Run deals with structured discipline (MEDDIC/MEDDPICC), maintaining clarity on status, next steps, and blockers at all times.
Refine the ICP week over week based on field signals, adjusting for industry, company size, persona, and pain points.
Turn customer wins into reusable proof points: references, case studies, testimonials, and joint go-to-market plays.
Recruit, onboard, and develop the founding commercial team, including the first Account Executives, and set the performance bar.
What We're Looking For
1 to 3 years of hands-on experience closing ARR in B2B or enterprise software sales, consulting, or a comparable role.
Demonstrated experience designing outbound sales processes from scratch with measurable conversion outcomes.
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 documented deal progression discipline.
Track record 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 management consultant with hands-on execution experience.
Proven ability to recruit, develop, and raise the bar for other commercial talent.
Native German proficiency and professional English (C1+), comfortable in both investor-grade and industrial buyer conversations.
AI-native mindset with comfort operating in ambiguity and a builder's mentality over an operator's.
Location
On-site in Berlin, Germany. Visa sponsorship is not available.