About the Role
This is an enterprise-closing role at the heart of an AI-powered procurement intelligence platform serving the industrial sector. You'll own the full sales cycle — from initial engagement through signed contract — targeting large, complex industrial organizations across Germany, including C-level stakeholders in the industrial Mittelstand. The role is critical to building out a repeatable enterprise motion as the company scales upmarket.
What You'll Do
- Acquire new enterprise customers and manage complex, multi-stakeholder sales cycles from first contact to contract signature.
- Build and execute targeted account and pipeline strategies across a defined set of enterprise accounts.
- Act as a trusted advisor to senior stakeholders by developing business cases that clearly quantify ROI and strategic impact.
- Lead executive demos, workshops, and negotiations, navigating procurement and legal processes to drive deals to close.
- Refine messaging, positioning, and deal structuring to sharpen how the team wins enterprise business.
- Collect and relay customer feedback and market insights to Product and Leadership.
- Coordinate across Product, Solution Engineering, Marketing, Customer Value, and Leadership for successful deal execution.
- Contribute to building enterprise playbooks, processes, and best practices for upmarket motion.
- Leverage AI tools to research accounts, structure deals, prepare executive conversations, and manage complex pipelines.
What We're Looking For
- 3+ years of closing experience in B2B SaaS or complex enterprise software sales.
- Proven value-based selling with business-case-driven deals — typical ACVs of €80k+ or comparable complexity.
- Comfortable managing long sales cycles (6+ months) with multiple senior stakeholders, including C-level executives.
- Entrepreneurial ownership of territory, pipeline, and outcomes; at ease in ambiguous, fast-moving environments.
- Pragmatic command of enterprise sales methodologies such as MEDDIC, SPIN, or SPICED.
- Fluent German with strong executive presence in both written and verbal communication.
- Experience selling into industrial, procurement, or supply-chain-heavy organizations is a strong plus.
- Background in early-stage or high-growth environments, or equivalent experience in complex, high-stakes projects.
Location
On-site in Munich, Bavaria, Germany. No visa sponsorship available.