Sales & GTM Manager

Job description

Agents are only as good as the team behind them. We're experienced researchers and engineers building vertical AI agents that run in production inside some of the most demanding environments there are: health insurers, banks, and the public sector, where decisions are audited and mistakes carry real consequences. At ellamind, we build vertical AI agents that go into real production inside some of the most demanding environments there are: health insurers, banks, and the public sector, where decisions are audited and mistakes carry real consequences. We're already working with enterprise customers in these regulated industries and have reached strong early ARR with almost no structured outbound. Now we're looking for a hands-on GTM & Sales Manager to own full-cycle deals and help us build a lightweight, scalable commercial engine. Our agents take on real operational bottlenecks like claims processing, dispute handling, and document-heavy workflows. We win by showing customers a working agent and then backing it up: every agent is evaluated against real criteria before go-live and stays auditable in production. That combination of seeing it work and being able to prove it is why our agents reach production when most never do. **What you’ll do** - **Own the full sales cycle:** run discovery, workshops, pilots, proposals, and negotiations with mid-market and enterprise customers in regulated industries. - **Lead consultative, outcome-based sales:** every engagement starts with understanding a customer's real operational bottleneck and scoping where an agent genuinely delivers. You'll guide the buy-vs-build conversation honestly, which is exactly why customers trust us. - **Drive outbound and inbound:** identify and prioritize target accounts in insurance, banking, and the public sector, run focused outreach, and respond quickly to inbound interest. - **Build and qualify pipeline:** create, manage, and progress opportunities in our CRM, keeping a healthy, well-documented pipeline. - **Craft tailored value propositions:** translate complex operational problems into clear ROI and a concrete path to production. - **Navigate complex, multi-stakeholder deals:** work across operations owners, IT, security, compliance, and procurement, common in regulated buyers. - **Support GTM experiments:** collaborate with founders and marketing on campaigns, events, and new channels, then bring learnings back from the field. - **Improve our playbooks:** refine talk tracks, sequences, collateral, and pricing/packaging feedback as we learn what works. - **Be the customer's voice:** systematically capture product feedback and use cases and share them with product and engineering. **What we’re looking for** **Must-haves** - 2–4 years of experience in B2B SaaS or enterprise software sales, ideally in a startup/scaleup environment. - Proven end-to-end sales experience: you've owned the full funnel (from first meeting to close), not just top-of-funnel prospecting. - Comfort with outbound: you can design and run your own outreach, and you're happy to be measured on pipeline and closed revenue. - Strong communication skills: you can explain a technical product simply, ask sharp questions in discovery, and write clear follow-ups and proposals. - Structured and data-aware: you keep CRM and forecasts up to date and like to understand your performance through numbers. - Genuine curiosity about AI: interest in how AI agents work and how customers put them into production. - Hands-on, "founder mode" mindset: you're motivated by responsibility, ambiguity, and the chance to shape how we sell. - Native or fully fluent German, plus fluent English. You'll sell to German-speaking enterprises and run client conversations, workshops, and written proposals in German, so this is essential. - On-site collaboration ≥3 days/week in Bremen or Berlin, including occasional travel to our Bremen HQ and to customer sites. - Valid EU work authorization. **Nice-to-haves** - Experience selling into regulated industries (insurance, banking, public sector) or other compliance-heavy, multi-stakeholder environments. - Experience selling AI, data, or infrastructure products. - Familiarity with longer sales cycles involving IT/security, legal, and procurement. - Experience with CRMs (HubSpot, Salesforce, Pipedrive) and email/sequence tools. - Exposure to simple marketing activities: webinars, events, content, or LinkedIn-led demand generation. Prior experience in an early-stage startup where processes and playbooks were still being built. **What matters most** We prioritize demonstrated excellence in your projects and career. If you're motivated to help enterprises put reliable AI into production, we want to hear from you, even if you don't meet every single criterion. **Why this role is exciting** - **Step up into a higher-impact GTM role.** You're not "just" an SDR or AE, you'll own end-to-end deals and help shape how we sell to some of the most demanding AI adopters in Europe. - **Sell something real.** Our agents already run in production at enterprise customers in regulated industries, solving bottlenecks that have buried operations teams for years. You'll sell outcomes customers can measure, not a promise. - **A category that's just opening up.** Most AI agents never make it out of the demo. Getting them into real, audited production in regulated industries is a hard, valuable, and largely unclaimed space, and we're already there. - **Clear path to senior AE or GTM leadership.** As we grow, this role can evolve into Senior AE, Sales Lead, or broader GTM ownership, depending on your strengths and ambition. - **Competitive package with upside.** Attractive base salary, performance-based bonus with OTE in the 70,000–100,000 € range, plus a meaningful VSOP package. - **Low-ego, high-trust culture.** Work closely with the founders in a small, experienced team that cares about learning, ownership, and building something meaningful, not corporate politics. # **About ellamind** We build the tools enterprises need to trust, deploy, and scale AI agents. elluminate evaluates LLMs and agents with evidence instead of guesswork; ellarun deploys them securely in hours, not months; and the ellaverse provides realistic, domain-specific, rigorously validated environments to put agents through their paces before they ever reach a customer. We like owning problems end-to-end, shipping pragmatically, and giving back to the open-source community. We're cash-flow positive, with offices in Bremen (HQ) and Berlin.