Founding Head of Sales

This is a fully remote position, open to applicants in Germany.

📋 Description

• Participate in founder-led sales calls to gain insight into our current sales methodologies.

• Analyze successful and ongoing deals to identify buyers, triggers, and blockers.

• Establish the Ideal Customer Profile (ICP), personas, qualification criteria, and account prioritization.

• Develop a structured enterprise sales process with well-defined stages and forecasting.

• Enhance the quality of discovery, demos, follow-ups, and proposals.

• Begin taking ownership of select opportunities.

• Create the first structured outbound initiative targeting specific accounts.

• Develop Sales Playbook v1, covering discovery, messaging, objections, demos, POCs, pricing, and procurement.

• Establish repeatable processes across key segments including Tour Operators, OTAs, Airlines, and Agencies.

• Collaborate closely with Product to convert customer feedback into effective positioning and roadmap development.

• Expand outbound efforts beyond the founder networks.

• Assist in defining and recruiting for future roles such as Sales Engineer, SDR, PMM, and AE.

• Continue to close strategic deals.

• Hire and onboard the initial GTM team.

• Determine territories, quotas, onboarding processes, and performance structures.

• Transition towards a scalable enterprise GTM organization.

• Manage pipeline, conversion rates, forecasting, and new Annual Recurring Revenue (ARR).

⛳️ Requirements

• A minimum of 8 years in B2B SaaS sales, preferably in enterprise or complex mid-market settings.

• Experience as an early sales or GTM hire in a Series A or B company.

• Proven track record of building or restructuring a sales motion, rather than simply operating within an existing one.

• Experience in closing six-figure or seven-figure enterprise deals.

• Proficiency in English; German is advantageous but not mandatory.

• Comfortable selling to C-level executives, including Product, IT, E-Commerce, Marketing, and Procurement departments.

• Capable of creating structure without hindering execution.

• Strong skills in writing, discovery, demos, negotiation, and closing.

• Hands-on approach; willing to engage in the tasks personally.

• Driven to establish and lead a GTM function from the ground up.

🏝️ Benefits

• Founding GTM position at a Series A company operating in a significant global market.

• Genuine enterprise traction and access to prominent travel brands.

• Direct collaboration with founders on strategic accounts.

• Full accountability for developing the GTM organization.

• Competitive salary and equity options.

• Hybrid working model, ideally based in Berlin, but open to candidates from other European locations, with travel opportunities across the region.

• Chance to help shape the AI infrastructure category within the travel industry.

• Standard benefits, executed properly: top-tier hardware (MacBook Pro or equivalent), home office setup allowance, Urban Sports Club membership, Deutschlandticket, a practical learning and development budget, and a straightforward travel and expense policy.