GTM Principal (EMEA)

TheSoul Group; Berlin; Remote; EUR 120,000 - 190,000; Full time

Job summary

TheSoul Group is seeking a GTM Principal to own a market from first conversation to signed contract. You’ll lead CEO-level engagements, run demos, negotiate terms, and coordinate with deployment teams to ensure successful delivery.

You will advise the CEO post go-live, drive renewal and expansion, and contribute to playbooks with learnings from each engagement.

Qualifications

• 10+ years in a commercial career.
• Full-cycle closing: personally close six-figure deals from cold start to signature.
• Demand creation: sell something the buyer wasn’t shopping for.
• Advisory presence: engage owner-CEOs and be trusted for strategic input.
• Hands-on AI: demonstrate workflows with real LLM tools and agents.
• Self-sourced pipeline: show where deals originated from.

Responsibilities

• Own a market - a vertical, region or founder community - and define entry strategy.
• Run the first meeting and demo, articulating architecture, data and security questions.
• Lead the deal through offer, negotiation and contract with deployment support.
• After go-live, advise the CEO with insights from platform data to guide decisions.
• Own renewal and expansion through consultative, data-driven engagement.
• Document objections, pitches and use cases to advance future deals.

Skills

Enterprise sales

Negotiation

Full-cycle closing

Account management

AI tools fluency

Business development

Strategic thinking

Tools

LLM tools

Job description

TheSoul Group is a global media company with over a decade of experience building and operating digital businesses at scale. With a presence across 60 platforms, content distributed in 21 languages, and more than 100 billion monthly views, we have established one of the largest and most operationally sophisticated media footprints in the world. Our remote-first team, spanning 85+ countries, has grown by solving — at real scale — the exact organisational and operational challenges most companies struggle with.

That operational depth is the foundation of Valis — TheSoul Group's brand new business and AI platform that turns mid-market companies into AI-Native organisations. Valis is built for companies of 200–2,000 employees that are drowning in information fragmentation: decisions delayed because data lives across five different tools, institutional knowledge locked in people's heads, management running on monthly reports instead of real-time intelligence.

What Valis builds inside each client is a three-layer operating system: a live connection to all the company's software, an institutional knowledge base that captures every decision, org change, and operating pattern in real time, and a layer of encoded judgment — built from watching how that specific company's management team actually thinks — that makes every AI answer company-specific rather than generic.

Valis is now scaling its deployment to mid-market companies across Europe and the US, and we are seeking a GTM Principal to open and own a market from the first conversation to the signed contract. You work as a tight pod: you own the CEO relationship, the demo, the negotiation and the deal, and after go-live you advise the CEO alongside the deployment lead, turning what the platform reveals about the company into renewal and expansion, with a deployment team building what you sell. You use AI agents and LLM tools every day yourself, so you speak from experience when you sit across from a CEO. This role is the engine of our go-to-market.

Responsibilities:

• Own a market - an industry, a region, a founder community or an investor ecosystem - and decide how to open it. Every client starts with a conversation you created.

• Run the first meeting and the demo on your own. You know the product and the technology well enough to carry the room through architecture, data and security questions without backup.
• Lead the deal through offer, negotiation and contract, with a deployment lead and forward-deployed engineers behind you for the build - you sell something a real team delivers.
• After go-live, advise the CEO together with the deployment lead: read what the platform shows about how the company actually works and turn it into decisions - what to automate, what to redesign, where the operating model changes.
• Own renewal and expansion on your accounts. Expansion here is consultative selling on live company data.
• File what you learn - objections, working pitches, use cases that landed - into the playbooks, so each deal starts further ahead than the last.

• 10+ years in a commercial career. We read evidence over year counts, and every point below is tested in the hiring process.
• Full-cycle closing: you have personally taken complex six-figure deals from cold start to signature, and at least once opened a market, region or segment on your own. For each deal, we will ask who sourced it, who ran the demo and who negotiated.
• Demand creation: you have sold something the buyer was not out shopping for, or grown a deal far beyond what the client first had in mind.
• Advisory presence: owner-CEOs take your view on how their company runs seriously, and you can point to a client relationship that continued after the deal closed.
• Hands-on AI: you can walk us through workflows you have automated for yourself or your team using real LLM tools and agents, and you can run the product demo yourself.
• Self-sourced pipeline: you can show where your deals actually came from.

Nice to have

• A live network of mid-market owner-CEOs in a nameable community or region. It carries real value here, though conversion matters more.
• Experience selling company-wide systems (ERP, HR or finance platforms), a founder background with your own exit, or deal origination in mid-market M&A.
• Transformation or implementation work you have run end to end.
• Languages beyond English that match the target market.

• Compensation: A competitive base calibrated to your market and seniority, plus a bonus on new contracts and on the retention of your clients
• Authority: Real decision rights and an interim-executive mandate inside the client where granted. You own the result.
• Location: Remote within EMEA, with traveling on-site to clients (~30–60%).
• Why AI makes this seat more valuable, not less: Valis automates the coordination, reporting, and status layer of a company. This role sits on the other side of that line: client trust, judgment under ambiguity, and accountability for a real outcome are exactly what don’t automate. As the platform gets stronger, the seat compounds in leverage — it doesn’t erode.