Director of Commercial - AI B2B SaaS | Berlin

Top Line Advisory; München; In loco; EUR 120.000 - 180.000; Tempo pieno

Vantaggi offerti da questo lavoro

Equity (VSOP)

Berlin office

Descrizione del lavoro

Top Line Advisory is seeking a hands-on Head of Sales to lead GTM for our early-stage AI B2B SaaS startup serving freight and logistics. You will win German mid-market and select enterprise accounts, building a scalable two-line sales engine from discovery to close.

Expect ownership from day one, own pipeline, hire and coach AE/SDR teams, set forecasting, and align with founders on product priorities. On-site with customers, fluent German and English, equity opportunity, and a high-ambition,

Competenze

• Proven closer with a B2B SaaS sales logic – real deals closed in slow, conservative industries.
• Builder, not maintainer: you have built sales structures yourself rather than stepping into a ready-made engine.
• Early-stage or high-growth experience (Seed to Series C), or a genuine drive for zero-to-one.
• Player-coach mentality: happy to sell first, ready to hire and lead. Hands-on and high-agency – on-site with customers, biased toward action.
• Experience in logistics, freight, TMS or other workflow-heavy industries is a plus, not a must.
• Fluent German and English.
• First commercial leader: real ownership of revenue, team and go-to-market.
• Direct line to the founders – no layers, no handoffs.
• Competitive OTE plus meaningful equity (VSOP).
• A product solving a real, painful problem at a technological inflection point.

Mansioni

• Own deals end-to-end, from discovery to close – targeting freight forwarders in the German Mittelstand and enterprise accounts.
• Build self-built pipeline and steer the SDR agency or hire your own SDRs.
• Bring deal discipline to a conservative market – qualification, forecasting, enablement, and cross-sell path.
• Close the market-to-product feedback loop, sharpen ICP and priorities with the founders.
• Sell hands-on first, then hire, onboard and lead Account Executives and SDRs as volume grows.

Conoscenze

B2B SaaS sales

Deal closer

Leadership

Early-stage growth

Player-coach

Hands-on

German & English fluency

Revenue ownership

Direct founder access

Equity opportunity

Descrizione del lavoro

Our client is a early stage AI B2B SaaS Start-Up that automates document-heavy financial workflows in freight – a €600B+ market that still runs on PDFs and manual checks.

The company is backed by Tier-1 VCs, founded by an ex-executive of a German unicorn and has already closed industry flagship industry players as first customers and strategic investors.

• New logo closing: Own deals end-to-end, from discovery to close – winning freight forwarders in the German Mittelstand and landing selected enterprise accounts.
• Self-built pipeline: Own pipeline generation – steer the SDR agency or hire your own SDRs, and proactively ask for the resources required to open new channels.
• Sales craft: Bring deal discipline to a conservative, low-urgency market – qualification, forecasting, sales enablement, and a clean path from close to cross-sell.
• Commercial voice & product: Close the market-to-product feedback loop, sharpen the ICP and take the commercial seat at the table on priorities and strategy.
• Player to player-coach: Sell hands-on first, then hire, onboard and lead Account Executives and SDRs and install the operating rhythm as volume grows.

Qualifikation

• Proven closer with a B2B SaaS sales logic – real deals closed in slow, conservative industries.
• Builder, not maintainer: you have built sales structures yourself rather than stepping into a ready-made engine.
• Early-stage or high-growth experience (Seed to Series C), or a genuine drive for zero-to-one.
• Player-coach mentality: happy to sell first, ready to hire and lead.Hands-on and high-agency – on-site with customers, biased toward action.
• Experience in logistics, freight, TMS or other workflow-heavy industries is a plus, not a must.
• Fluent German and English.
• First commercial leader: real ownership of revenue, team and go-to-market.
• Direct line to the founders – no layers, no handoffs.
• Competitive OTE plus meaningful equity (VSOP).A product solving a real, painful problem at a technological inflection point.
• Tier-1 VC backing, strategic customers and a founding team of ex-unicorn executives.
• Berlin office, small team, builder mode.