Senior Enterprise Sales Manager
Job description
About the Role
This is a high-ownership enterprise sales role at an early-stage AI startup building purpose-built automation for the sea and air freight industry. You will own the full sales cycle, working directly with the founding team to close multi-year contracts with global freight forwarders and convert active pilots into long-term partnerships. The deals you close in these early stages directly shape the company's trajectory.
What You'll Do
Own the complete sales cycle with enterprise freight forwarders, from first conversation through contract signature.
Build and nurture relationships with C-level decision-makers at globally leading and regional freight forwarders.
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 SaaS, AI, or automation products into traditional, operations-heavy industries.
Proven track record closing six- and seven-figure deals with large enterprise or equivalent organizations.
Experience navigating complex enterprise organizations with long sales cycles and multiple stakeholders.
Strong discovery, business case development, and ROI quantification skills in operational environments.
Experience developing and iterating go-to-market strategies and sales playbooks.
Comfortable operating in ambiguity and thriving in a founder-led, early-stage environment.
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.
Additional European languages are a bonus.
Local work authorization required; visa sponsorship is not available.
Location
Hybrid, based in Berlin and/or Hamburg, with an expectation to work in person several days per week. Regular travel across Europe is required, with occasional trips to Asia and North America.