This is our first dedicated senior GTM hire. Today, sales is founder-led. The founders build lead lists, run outreach, lead discovery, give demos, shape the product in customer conversations, create sales materials, and close enterprise deals. That has proven highly effective in closing complex enterprise customers and building strong traction.
Your job is to turn what already works into a repeatable enterprise GTM motion, while continuing to sell personally. You will work directly with the founders on strategic accounts, reverse-engineer successful deals, sharpen ICP and messaging, build the funnel, professionalize the sales process, and hire the first GTM team.
This is a player-coach role. In the beginning, you will be deeply hands-on across calls, outbound, and deal execution. Over time, you will build and lead the team.
First 90 days:
- Join founder-led sales calls and understand how we sell today
- Reverse-engineer won and active deals: buyers, triggers, blockers
- Define ICP, personas, qualification criteria, and account prioritization
- Build a structured enterprise sales process with clear stages and forecasting
- Improve discovery, demo, follow-up, and proposal quality
- Start owning selected opportunities
- Build the first structured outbound motion for target accounts
Months 3 to 9:
- Create Sales Playbook v1: discovery, messaging, objections, demo, POC, pricing, procurement
- Build repeatable motions across key segments (Tour Operators, OTAs, Airlines, Agencies)
- Work closely with Product to translate customer feedback into positioning and roadmap
- Drive outbound beyond founder networks
- Help define and hire next roles (Sales Engineer, SDR, PMM, AE)
- Continue closing strategic deals
Months 9+:
- Hire and ramp the first GTM team
- Define territories, quotas, onboarding, and performance structure
- Transition to a scalable enterprise GTM organization
- Own pipeline, conversion, forecasting, and new ARR
Who you are:
- 8+ years in B2B SaaS sales, ideally enterprise or complex mid-market
- Early sales or GTM hire experience at Series A or B stage
- Built or rebuilt a sales motion, not just operated within one
- Closed six-figure or seven-figure enterprise deals
- You are fluent in English and have strong professional proficiency in German, with the ability to lead customer conversations in German
- Comfortable selling to C-level, Product, IT, E-Commerce, Marketing, Procurement
- Able to build structure without slowing execution
- Strong in writing, discovery, demos, negotiation, and closing
- Hands-on and not above doing the work yourself
- Motivated to build and lead a GTM function from the ground up
What this role is not:
This is not a classic VP Sales role with an existing team, pipeline, and playbook.
This is also not a pure AE role focused only on closing inbound or pre-qualified leads.
We are looking for someone who can sell, structure, build, hire, and lead, in that order.