Senior Enterprise Sales Manager

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.