Senior Enterprise Sales Manager
About the Role
This is a high-ownership enterprise sales role at an early-stage AI logistics startup, where you'll own the full sales cycle selling purpose-built AI automation software into global sea and air freight forwarders. You'll work directly with the founding team to convert pilots into long-term partnerships, shape go-to-market strategy, and close multi-year contracts that directly define the company's trajectory.
What You'll Do
Own the complete enterprise sales cycle — from first conversation through contract signature — with global and regional freight forwarders.
Build and maintain C-level relationships with decision-makers at large-scale logistics organisations.
Develop and iterate repeatable sales playbooks as the company transitions from founder-led to team-led sales.
Drive pricing strategy, contract negotiation, and deal structuring while feeding customer insights back into product and roadmap priorities.
Synthesise learnings across the team to sharpen positioning, messaging, and overall commercial strategy.
Travel regularly across Europe and occasionally to Asia and North America to meet key stakeholders in person.
What We're Looking For
3–7 years of enterprise sales experience selling technology or software into traditional, operations-heavy industries.
Proven track record closing six- and seven-figure deals with large enterprises (Fortune 500 or equivalent scale).
Experience navigating complex organisations with long sales cycles and multi-stakeholder buying processes.
Ability to run structured discovery, build compelling business cases, and quantify ROI in operational environments.
Comfort building and executing playbooks simultaneously in founder-led or early-stage startup environments.
Experience with go-to-market strategy development and iterating sales motions in fast-moving teams.
Full fluency in both English and German (business-level negotiations and presentations); additional European languages are a plus.
Familiarity with global logistics, freight forwarding, or supply chain is a strong advantage.
Local work authorisation required — visa sponsorship is not available.
Location
Hybrid role based in Berlin and/or Hamburg, Germany, with at least a few days per week in the office. Regular travel across Europe and occasional international trips are expected.