Head of Enterprise Sales

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

📋 Description

• Develop FNTIO's sales organization systematically: identifying target segments, outreach strategies, pipeline management, forecasting, CRM implementation, proposal processes, and transitioning to Delivery.

• Secure new enterprise clients in the DACH region through proactive outreach via LinkedIn, email, and phone, in addition to networking, events, and AWS co-selling opportunities.

• Provide ongoing support as Account Owner to acquired clients, from project initiation through to expansion and operational phases.

• Facilitate discovery and architecture discussions, define project scopes with engineers, and craft proposals while maintaining full accountability for outcomes.

• Demonstrate live systems to clients rather than relying solely on presentations; deliver an initial prototype early in the project timeline.

• Independently manage your pipeline and report performance metrics to the executive leadership team.

• Leverage AI for research, outreach, proposal drafting, and preparation activities.

• Market enterprise AI solutions from pilot to production: encompassing platforms, agents, approvals, and adoption, with comprehensive accountability for results.

⛳️ Requirements

• A minimum of ten years of professional experience in B2B sales involving engineering, cloud, or software projects directed at enterprise organizations, with significant experience in the DACH region.

• Demonstrated success in enterprise sales: projects you have personally initiated, negotiated, and successfully closed.

• Strong technical expertise: a solid understanding of AWS cloud architectures, AI platforms, agents, and data platforms, enabling effective discussions with customer architects.

• Experience with AI projects within enterprise organizations, either in a sales capacity or in a technical role that supports the deal.

• Ideally, previous experience at AWS, a comparable hyperscaler, or a technology provider, along with familiarity with co-selling and partner models.

• Established connections with Heads of AI, Chief Data Officers, CIOs, and their teams within enterprise organizations in the DACH region.

• An entrepreneurial mindset with a strong sense of ownership.

• Proficiency in German at C2 level and fluent in English.

• Must reside in Germany by the time of your start date.

• Willingness to travel for customer meetings across the DACH region.

🏝️ Benefits

• Total annual compensation ranging from €150,000 to €250,000, including a variable component linked to the success of your pipeline.

• An opportunity to shape your area: processes, tools, team dynamics, and goals will be crafted collaboratively with the executive team.

• An engineering team dedicated to delivering the solutions you sell, with a commitment to achieving outcomes for DAX-listed industrial and energy technology firms.

• AWS Advanced Tier Services Partner: utilizing Co-Sell, Partner Central, and the AWS community to enhance your pipeline.

• A remote-first work environment.

• Flexible working hours.

• Opportunities for on-site customer meetings that provide added value.

• Access to AI tools and models as part of your working resources.

• AWS certification opportunities.

• Participation in conferences such as re:Invent and AWS partner events throughout the DACH region.