Go-to-Market (Business Development)

Kombo; Berlin; On-site; EUR 65,000 - 75,000; Full time

Benefits offered by this job

Competitive base + variable comp

Generous ESOP

Bi-annual team offsites

Monthly team events

Direct access to senior mentors

Job summary

Kombo in Berlin is seeking a high-ownership, high-learning Sales/BD professional to drive ARR from a curated account list. You’ll own outreach strategy and nurture top accounts to accelerate growth.

You’ll work with AEs in pods, shape messaging, and prioritize opportunities. The role rewards ownership, fast learning, and collaboration with founders in a fast-growing HR tech company.

Office in Mitte, Berlin; competitive base + variable comp, ESOP, and team events.

Qualifications

• Customer-facing experience or curiosity in GTM is valued.
• Strong written and verbal communication in English.
• Willingness to work in-person in Berlin.
• Ability to learn quickly and own projects.

Responsibilities

• Generate demand from a curated list of accounts to drive ARR.
• Own end-to-end outreach strategy and prioritization.
• Collaborate with AEs in pods and share best practices.
• Help onboard and coach new hires as the team grows.

Skills

Curious mindset

Clear communication

Ownership

Bias for action

Team collaboration

Job description

• Berlin Mitte, Prenzlauer Allee 242, 10405 Berlin
• On-site
• 65k-75k€ OTE & equity
• Full-time

About Kombo

Kombo (YC '22) is a unified API for HR, payroll, LMS, and recruiting systems. Instead of building dozens of integrations themselves, companies integrate once with us and we handle the differences in data models, auth, and API behavior across 250+ systems.

Since YC:

• Raised $30M+ from Y Combinator, Volition Capital, Acadian Ventures, 468 Capital, and others
• Grew from 0 to $$XXM ARR and hundreds of customers (top ~5% of VC-backed startups by growth rate)
• 80+ team members across NYC and Berlin, 20+ nationalities represented

Customers include Indeed, Benifex, JobGet, Paychex, Qonto, Moss, HeyJobs, Spendesk, and Gem. Angels include Paul Forster (founder of Indeed), Sultan Saidov (Beamery), Jean-Denis Grèze (Plaid), and Carsten Thoma (Celonis). See the team here.

The role

This is a high-ownership, high-learning role at the center of how Kombo grows. You'll generate demand from a curated list of accounts we know we can serve well. ARR is our top metric company-wide, and a strong person in this role can be directly responsible for up to 20% of new revenue in a given quarter.

You don't need to have already decided you want a career in sales. Some of our best people came in curious about GTM and left their first year knowing exactly what they were good at and where they wanted to go. What we care about is that you're sharp, take ownership, and want to learn fast.

You'll work closely with AEs in pods, thinking strategically about how to prioritize and win top accounts. The role is thoughtful and focused, not automated or mindless. We win as a team, so you'll also work with people across the company, including the founders, to find the best way into complex, high-value accounts.

Because of this, we don't micro-manage. We expect everyone here to own their role, including the people supporting you so you can hit your targets.

What you'll do

At any given time, only ~5% of your ICP is in market for our product. Your job is to figure out how to reach 100% of that 5%.

That means going deep on the product, our customers, and how they buy, then forming your own point of view on how to meet them where they are. You'll stay current on what's working in outbound, lean on our advisors and partners, and grow into a strong GTM operator. As the team grows, you'll help onboard new hires and share what's working on accounts, messaging, and outbound.

What we’re looking for

A few traits we tend to see in people who thrive here:

• You're curious and humble, and you ask questions to really understand a customer before adjusting your angle.
• You communicate clearly, in writing and on calls.
• You take ownership of your work and figure things out with structured, independent thinking.
• You have a bias toward action, and would rather ship, learn, and iterate than wait for the perfect plan.
• You want to grow fast. Whether that's into an AE role, operations, growth, or management, we promote from within and move people quickly.
• You enjoy working in person with a team.

No specific sales experience required. We've hired from consulting, analytics, and generalist early‑career roles and it's worked well.

What we offer

• Competitive base + variable comp
• Generous ESOP
• Bi-annual team offsites and monthly team events (Berlin + NYC)
• Direct access to senior mentors and advisors
• Office in the heart of Mitte with daily fruits, ginger shots, and snacks

We're aiming to 3x our team and revenue this year, so there's real room to grow.

Interview process

1. 25‑minute intro call
2. 45‑minute deep‑drive on your background and the role with Taylor, Kombo’s Business Development Lead
3. 1.5‑hour case study
4. Lunch with the team you’d be working with