Founding GTM

Mello; Berlin; On-site; EUR 65,000 - 90,000; Full time

Benefits offered by this job

Equity upside

High ownership

Close founder collaboration

Direct customer access

Product impact

Job summary

Mello sucht zur Verstärkung des Gründerteams eine hands-on Vertriebs-Persönlichkeit, die das kommerzielle Modell von Tag eins an mitgestaltet. Du generierst Pipeline über LinkedIn, Kaltakquise und E-Mail, betreibst Multi-Channel-Kampagnen und begleitest Opportunities bis zum Signaturabschluss.

Du baust das Playbook, definierst Kennzahlen, hältst das CRM sauber und arbeitest eng mit den Gründern zusammen, um frühkundenfeedback in GTM-Maßnahmen zu übersetzen.

Qualifications

• 1–2 Jahre Erfahrung in generalistischen oder agenturartigen Umgebungen.
• Hands-on Erfahrung mit Automatisierungstools (Claude, Lovable, Make, n8n) oder Bereitschaft, sich schnell einzuarbeiten.
• Starke Intuition für Software, Daten und KI; technischer Hintergrund hilfreich.
• Selbständige Arbeit mit unvollständigen Informationen; hohe UX-Orientierung.
• Integrität, Arbeitsmoral und Drang zur Dringlichkeit.
• Klare Kommunikation auf Deutsch und Englisch.

Responsibilities

• Outbound & Full-Cycle Ownership: Eigenständige Steuerung des Deals vom ersten Kontakt bis zum Abschluss.
• Playbook Building: Entwicklung des Mello Playbooks aus Outreach-Ansätzen, Skripten und Demo-Flows.
• Reporting & RevOps: Aufbau von KPI-Reports, CRM-Sauberkeit und Pipeline-Sichtbarkeit.
• Founder Support: Enge Zusammenarbeit mit Gründern zu GTM-Strategien und Kundenfeedback.

Skills

Deutschkenntnisse

Englischkenntnisse

Ownership mindset

Kommunikation

Integrität

Startup-/AI-Bezug

Tools

Claude

Lovable

Make

n8n

Job description

Mello is building the AI-native control platform for complex enterprise spend.

Enterprises spend trillions on their supply chains and almost none of it is actually controlled. Contracts run hundreds of pages, invoices run hundreds of line items, and no system on the market can check the one against the other. So invoices get paid without anyone really looking, and 5 to 10% of that spend quietly leaks away.

Our AI agents read the invoices, enforce the contracts line by line, dispute what is wrong with the provider, and push clean cost data back into the systems finance already uses. We start with supply chain because it is the largest and most broken of these spend categories, and we grow across the rest as our customers pull us there.

Today we work with retailers, 3PLs and distributors across Europe.

We are venture-backed, still small, and you will see the whole company from the inside.

Aufgaben

You will work directly with the founding team and shape Mello's commercial engine from day one. This is a hands-on, high-ownership role with real responsibility from the start - designed for someone who wants to learn how an early-stage AI company finds, wins, and scales its first customers from the inside out.

Rather than inheriting a polished sales motion, you will help build it: generating pipeline across every channel, carrying deals from first touch to close, and codifying what works into the playbooks and reporting that let the whole commercial team scale.

Key Responsibilities:

• Outbound & Full-Cycle Ownership: Own the entire commercial cycle end-to-end - from first touch to closed deal. You'll drive the top of your own funnel across LinkedIn, cold calling, and email, running personalized multi-channel sequences against our ICP. From there you carry every opportunity the whole way through: qualifying prospects, running discovery and product demos, and driving deals to signature.
• Playbook Building: Help build the "Mello Playbook" - turning your best-performing outreach angles, call scripts, demo flows, and objection-handling into structured, repeatable processes. Turning what works into a system, so success becomes repeatable rather than personal.
• Reporting & RevOps: Help stand up our commercial reporting layer from the ground up. You'll define and track the metrics that matter (activity, conversion, pipeline velocity, win rates), keep our CRM clean and trustworthy, and turn raw activity data into a clear view of what's driving growth
• Founder Support: Work directly with the founders on strategic commercial topics - from early customer feedback loops to GTM motion design - and act as a force multiplier as we scale toward repeatable revenue

Qualifikation

Mindset

• You take full ownership and pride in execution
• You enjoy solving a wide range of problems in fast-moving environments
• You're curious about startups, AI, and how companies are built
• You aspire to build something meaningful, potentially your own company one day

Experience

• 1–2 years in generalist or high-agency environments (early-stage startups, consulting, venture, or operations)
• Hands-on experience with automation tools (Claude, Lovable, Make, n8n, or similar) — or a strong drive to go deep on them fast
• Strong intuition for software, data, and AI (technical background is a plus, not a must)
• Comfortable working with incomplete information and figuring things out independently
• High integrity, strong work ethic, and a strong sense of urgency
• Clear and confident communication skills in German and English

Benefits

• Attractive compensation with meaningful early equity upside
• A high-ownership role with real responsibility and direct exposure to company-building
• Close collaboration with the founding team in a small, fast-moving environment
• Direct access to customers and the full loop from problem discovery to deployment
• The opportunity to help build a product that redefines how logistics teams work

We move fast - end to end in ~2 weeks.

1. Application review → every application is reviewed by the team
2. Intro call → 30-minute conversation with a founder
3. On-site → meet the team, work on a real problem together, and get a feel for how we operate
4. Offer → clear decision and fast feedback