Founding Sales Lead

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

📋 Description

• This position is a player-coach role: you will be responsible for selling while also establishing the framework from which a team can grow in the future.

• Engage in close collaboration with the founders to gain insights into our current sales approach.

• Analyze both won and ongoing deals, focusing on buyers, triggers, and blockers.

• Refine the Ideal Customer Profile (ICP), buyer personas, and qualification criteria.

• Create your own lead lists and conduct outreach independently through cold calls, emails, and LinkedIn.

• Carry out discovery calls and present your own product demonstrations.

• Properly set up and maintain the CRM, including pipeline stages, activities, and forecasting foundations.

• Enhance follow-up processes and assume responsibility for initial opportunities.

• Develop Sales Playbook v1, including discovery, messaging, objection handling, demo scripts, and pricing strategies.

• Systematize and expand outbound efforts beyond the founders' network.

• Ensure CRM hygiene and accurate reporting to facilitate reliable forecasting.

• Collaborate closely with the product team to translate customer feedback from demos and discovery into effective positioning.

• Continue to oversee outreach, demos, and closing processes.

• Establish a clear sales process with distinct stages and forecasting metrics.

• Document outbound, demo, and CRM processes thoroughly for handover purposes.

• Lay the groundwork for building a sales team.

• Actively share responsibility for pipeline management, conversion rates, and ARR growth.

⛳️ Requirements

• 3–5 years of experience in B2B SaaS sales, preferably within an early-stage startup or scale-up in the procurement or finance sectors.

• Proven track record of closing deals independently—from initial cold outreach to signing contracts, rather than just providing support.

• Outreach, discovery calls, and product demos should be routine aspects of your daily activities.

• Experience in maintaining a CRM effectively; pipeline hygiene is a craft you take seriously, not merely a task.

• Ability to persuade CPOs, CFOs, and IT stakeholders simultaneously.

• Strong affinity for data and processes: you build deal pipelines while measuring and optimizing their effectiveness.

• Proficient in German at a native-speaker level, with business-fluent English, as our market is DACH.

• Possess a self-starter mentality: you are proactive and can begin work without needing a fully developed infrastructure.

🏝️ Benefits

• Direct collaboration with the founders, allowing you to actively influence the go-to-market strategy.

• Genuine ownership: no sandbox environments or prolonged approval processes.

• Base salary of €60,000–70,000 plus variable compensation, with an OTE of €120,000.

• Participation in the VSOP (virtual stock option plan) – as you help build the company, you should also benefit from it.

• Clear career progression: you will be the first sales leader responsible for building and leading a team.