Founding GTM - #2674295

The Role

We build AI Workers for freight forwarders. Not chatbots, not dashboards - digital colleagues that sit in a forwarder's inbox and Teams, read the request, follow the customer's own SOPs, and handle the work end to end. Quoting, data entry into the TMS, track & trace, invoice disputes.

We just closed a USD 3.2M pre-seed, and we have paying customers across Germany, Austria and the Benelux who renew and expand. What we don't have yet is a commercial engine that runs without a founder inside every deal.

That's this role. You're our first dedicated commercial hire - the person who takes the motion we've proven founder-led and turns it into something repeatable. You'll close deals yourself from day one, and you'll build the playbook, the targeting, and the SDR motion around you as we scale toward €MM ARR.

This is a founding role in the real sense: no playbook handed to you, direct line to both founders, and the scope grows as fast as you do.

What You'll Do

• Own a number. Run full-cycle deals with freight forwarders in Europe - from qualified meeting through closing.
• Build the outbound motion. You'll sharpen the targeting, messaging and qualification, then direct the SDRs.
• Run the commercial playbook. Discovery questions, deep-dive structure, offer logic, upsell paths into existing accounts.
• Work the room. Represent us where our buyers actually gather. Industry events, forwarder networks are just the tip of the iceberg.
• Close the loop with product. You'll sit next to the CTO. What you lose deals over on Monday can be on the roadmap by Friday - that only works if you bring it back sharply.
  
  

Who You Are

• You've carried a quota and you liked it. A number on your back reads as clarity, not pressure.
• You're comfortable being early. No SDR feeding you meetings on day one, no marketing engine, no case study for every objection. You build the thing that produces those.
• You get technical without being an engineer. You can hold your own on how a system integrates, and you know when to pull the engineering team in rather than bluff.
• You're genuinely curious about unglamorous industries. Freight forwarding is a business of exceptions, edge cases and email. If that sounds boring rather than fascinating, this won't be a fit.
• You take ownership past your job description. When something is broken and unowned, you pick it up.
• You're direct. We disagree openly, decide, and commit - and we'd rather hear the hard version early.
  
  

What You Bring

• 2+ years closing B2B deals, ideally SaaS or a technical product sold to non-technical operators
• A track record of closing new business yourself - not just managing inbound or renewals
• Professional German and English.
• Experience selling into mid-market
• Based in Munich or ready to move - this role is built around being in the room with us
• Nice to have: logistics, freight or supply-chain background; experience as an early commercial hire at a startup; comfort running your own outbound
  
  

You don't need a logistics CV.

Process

We move fast, and we don't waste your time. Expect a decision within two weeks of first contact.

• Intro call with CEO - 30 minutes. The role, your track record, mutual fit.
• Deep dive - 60 minutes.
• Working session - you take a real 5U deal scenario and walk us through your approach.
• Founder call with CTO - so you meet both founders.
• Offer