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.