About this role

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.

Source listing: ashby_clera