Senior Enterprise Sales Manager
About the Role
This is a high-ownership enterprise sales role at an early-stage AI company serving the global sea and air freight industry. You will own the full sales cycle, closing multi-year contracts with large freight forwarders and converting active pilots into long-term partnerships. Working directly with the founding team, you will shape how the company sells into one of the world's largest industries at a pivotal stage of growth.
What You'll Do
Own the complete sales cycle with enterprise freight forwarders, from initial conversation through contract signature.
Build and nurture relationships with C-level decision-makers at globally leading forwarders and regional champions.
Develop and iterate repeatable sales playbooks as the company scales from founder-led to team-led sales.
Drive pricing strategy, contract negotiation, and deal structure for six- and seven-figure agreements.
Translate customer feedback into product roadmap priorities and share insights across the team to inform strategy and positioning.
Travel regularly across Europe and occasionally to Asia and North America to meet key stakeholders.
What We're Looking For
3 to 7 years of enterprise sales experience, ideally selling technology or software into traditional, operations-heavy industries.
Proven track record closing six- and seven-figure deals with large enterprises or equivalent organizations.
Experience navigating complex enterprise organizations with long sales cycles and multiple stakeholders.
Ability to run structured discovery processes, build compelling business cases, and quantify ROI in operational environments.
Comfort building and executing sales playbooks in a founder-led, early-stage environment.
Experience with go-to-market strategy, pricing, and deal structuring.
Fluency in both English and German, with the ability to conduct negotiations and presentations in both languages.
Knowledge of global logistics, freight forwarding, or supply chain is a strong plus.
Proficiency in additional European languages is a bonus.
Location
Hybrid, based in Berlin and/or Hamburg, Germany. The role requires in-person presence at least a few days per week, plus regular travel across Europe and occasional international travel. Local work authorization is required; visa sponsorship is not available.