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.