Forward Deployed Strategist

Carbon; Warszawa; Hybrid; PLN 180.000 - 260.000; Vollzeit

Zusammenfassung

Carbon seeks a forward-deployed sales professional based in Warsaw with a hybrid pattern across London, Warsaw and Bucharest. You will own the full sales cycle from first conversations to signed engagements, building relationships with business executives and closing opportunities.

You will identify target accounts, develop entry points, and shape Carbon’s GTM strategy through direct engagement with buyers.

Qualifikationen

• 3 to 5+ years selling consulting, technology, or professional services to senior decision-makers.
• Experience selling to SMEs or mid-market businesses is a strong advantage.
• You are comfortable in C-level conversations and executive discussions.

Aufgaben

• Target the right accounts and identify entry points with AI transformation potential.
• Build and expand a professional network through in-person meetings and events.
• Diagnose opportunities and develop initial viewpoints before involving Carbon’s technical team.
• Own the deal end to end from discovery to signature and involve leadership when needed.
• Capture intelligence on market moves, objections, and pitching effectiveness; document next steps.

Kenntnisse

B2B sales

Executive communication

Relationship building

Industry knowledge

English fluency

Jobbeschreibung

We are an AI transformation firm helping European SMEs and mid-market businesses navigate the most consequential technological shift of our generation: artificial intelligence.

We embed teams of consultants and AI engineers directly into our clients’ organizations to fundamentally reset how work gets done. That means going beyond the automation of repetitive processes that characterize much of the AI deployment market. We rethink workflows, organizational structures and, where necessary, entire operating models around what AI now makes possible, with the aim of delivering step-changes in productivity, speed and business performance.

Our conviction is simple:

AI is not another software cycle. It represents a new technological paradigm.

The businesses that win will not simply be those that adopt AI fastest. They will be those willing to redesign themselves around what AI makes possible.

About the Role

This is a forward-deployed commercial role based in Warsaw, with a hybrid working pattern. We are a distributed team across London, Warsaw, and Bucharest. You will not be running cold outbound campaigns from behind a laptop.

You own the full sales cycle, from the first conversation to the signed engagement. You build relationships with business executives, turn them into qualified opportunities, and close them. Because you are closest to our buyers, you will play a critical role in shaping Carbon’s GTM strategy.

That means face time with executives and business leaders.

Your job is to ensure maximum buy-in for Carbon’s AI deployment services and convert it into revenue. Coffees, lunches, industry events, the conferences worth attending. You work out which industries and companies are ripe for AI transformation, find the entry points, and identify the people who decide. Then you go and meet them, and you take the deal through to close.

You fully represent Carbon with every prospect and client you work with. To the companies you talk to, you are Carbon.

You Own the Strategy

Market research led by HQ can tell you which industries look promising from the outside. You will know better, because you are in the room with buyers every week. Within a few months, you should have a sharper read on what wins deals than anyone else at Carbon.

Firms that plant a strategy from the outside usually get it wrong. We would rather be corrected by the person who is actually in front of the client.

What You’ll Do

• Target the right accounts. Identify which industries and companies are under real pressure to change how they operate, where AI transformation would pay for itself, who makes the call, and where the entry points are.
• Build the network offline. Coffees, lunches, industry events, introductions that lead to further introductions. This is the core of the job rather than an addition to it.
• Diagnose the opportunity. Learn how a company actually works. Identify where AI could materially change workflows, cost structures, speed or organizational design, and develop an initial point of view before bringing in Carbon’s technical team.
• Own the deal end to end. Open the relationship, run discovery, shape the proposal, and negotiate through to signature. Bring in Carbon’s technical and senior leadership when the opportunity requires deeper expertise.
• Feed the intelligence back. Which sectors are moving, which objections keep recurring, which parts of the pitch land and which do not. Nobody else has your viewpoint.
• Keep it recorded. Relationships, conversations, next steps, and forecast. If it is not written down, the rest of the team cannot act on it.

What You’ll Bring

• Proven B2B sales experience. 3 to 5+ years selling consulting, technology, or professional services to senior decision-makers, with a track record of originating and closing consultative deals with founders, owners, and leadership teams. Experience selling to SMEs or mid-market businesses is a strong advantage.
• Genuine curiosity about AI. You follow the space on your own time because you find it genuinely interesting. Ideally, you build things with it too, even roughly.
• Executive confidence. You are comfortable in a room with founders, owners, and C-level executives, and you can hold a conversation about their business rather than about our service.
• High agency . You work out what should happen next, and then you make it happen, without being told.
• Energy for the market. You would rather be out meeting people than at a desk. This role suits someone who finds that energizing rather than draining.
• Language fluency. Fluent, confident English.

What Sets the Best Apart

The people who move fastest in a role like this share a few habits:

• They get in front of people. Ten real conversations beat a hundred messages, and they know it early.
• They have a point of view and will say it to a senior person. A considered opinion earns a second meeting. A safe one does not.
• They form a strong read on the market and change it the moment the evidence changes.
• They learn the model deeply enough to defend it, not just present it. When a founder or COO challenges how the transformation works in practice, they lean in rather than get thrown.
• They follow up. Most opportunities are lost to silence rather than to a no.

What Success Looks Like

About Carbon

We are an AI transformation firm helping European SMEs and mid-market businesses navigate the most consequential technological shift of our generation: artificial intelligence.

We embed teams of consultants and AI engineers directly into our clients’ organizations to fundamentally reset how work gets done. That means going beyond the automation of repetitive processes that characterize much of the AI deployment market. We rethink workflows, organizational structures and, where necessary, entire operating models around what AI now makes possible, with the aim of delivering step-changes in productivity, speed and business performance.

Our conviction is simple:

AI is not another software cycle. It represents a new technological paradigm.

The businesses that win will not simply be those that adopt AI fastest. They will be those willing to redesign themselves around what AI makes possible.

About the Role

This is a forward-deployed commercial role based in Warsaw, with a hybrid working pattern. We are a distributed team across London, Warsaw, and Bucharest. You will not be running cold outbound campaigns from behind a laptop.

You own the full sales cycle, from the first conversation to the signed engagement. You build relationships with business executives, turn them into qualified opportunities, and close them. Because you are closest to our buyers, you will play a critical role in shaping Carbon’s GTM strategy.

That means face time with executives and business leaders.

Your job is to ensure maximum buy-in for Carbon’s AI deployment services and convert it into revenue. Coffees, lunches, industry events, the conferences worth attending. You work out which industries and companies are ripe for AI transformation, find the entry points, and identify the people who decide. Then you go and meet them, and you take the deal through to close.

You fully represent Carbon with every prospect and client you work with. To the companies you talk to, you are Carbon.

You Own the Strategy

Market research led by HQ can tell you which industries look promising from the outside. You will know better, because you are in the room with buyers every week. Within a few months, you should have a sharper read on what wins deals than anyone else at Carbon.

Firms that plant a strategy from the outside usually get it wrong. We would rather be corrected by the person who is actually in front of the client.

What You’ll Do

• Target the right accounts. Identify which industries and companies are under real pressure to change how they operate, where AI transformation would pay for itself, who makes the call, and where the entry points are.
• Build the network offline. Coffees, lunches, industry events, introductions that lead to further introductions. This is the core of the job rather than an addition to it.
• Diagnose the opportunity. Learn how a company actually works. Identify where AI could materially change workflows, cost structures, speed or organizational design, and develop an initial point of view before bringing in Carbon’s technical team.
• Own the deal end to end. Open the relationship, run discovery, shape the proposal, and negotiate through to signature. Bring in Carbon’s technical and senior leadership when the opportunity requires deeper expertise.
• Feed the intelligence back. Which sectors are moving, which objections keep recurring, which parts of the pitch land and which do not. Nobody else has your viewpoint.
• Keep it recorded. Relationships, conversations, next steps, and forecast. If it is not written down, the rest of the team cannot act on it.

What You’ll Bring

• Proven B2B sales experience. 3 to 5+ years selling consulting, technology, or professional services to senior decision-makers, with a track record of originating and closing consultative deals with founders, owners, and leadership teams. Experience selling to SMEs or mid-market businesses is a strong advantage.
• Genuine curiosity about AI. You follow the space on your own time because you find it genuinely interesting. Ideally, you build things with it too, even roughly.
• Executive confidence. You are comfortable in a room with founders, owners, and C-level executives, and you can hold a conversation about their business rather than about our service.
• High agency . You work out what should happen next, and then you make it happen, without being told.
• Energy for the market. You would rather be out meeting people than at a desk. This role suits someone who finds that energizing rather than draining.
• Language fluency. Fluent, confident English.

What Sets the Best Apart

The people who move fastest in a role like this share a few habits:

• They get in front of people. Ten real conversations beat a hundred messages, and they know it early.
• They have a point of view and will say it to a senior person. A considered opinion earns a second meeting. A safe one does not.
• They form a strong read on the market and change it the moment the evidence changes.
• They learn the model deeply enough to defend it, not just present it. When a founder or COO challenges how the transformation works in practice, they lean in rather than get thrown.
• They follow up. Most opportunities are lost to silence rather than to a no.

What Success Looks Like

After your first year, we would expect you to:

• Have developed a strong network of executives and operators across your target sectors and accounts.
• Know which sectors are genuinely ready for AI transformation, and why.
• Have built a repeatable pipeline of relevant opportunities in the parts of the market where Carbon can create the most value.
• Understand the objections, buying dynamics, and decision-makers across your pipeline.
• Have originated and closed meaningful AI transformation engagements for Carbon against an agreed revenue target.
• Be trusted internally as a commercial lead whose read on buyers shapes Carbon’s go-to-market.

How We Work

• Ownership by Design. You own your pipeline the way Carbon builds everything it delivers, to run without someone standing over it. Nobody chases you. You chase the work. We value high-agency, high-impact.
• People Over Process. You will be backed, trusted with real responsibility from day one, and given room to grow. Your growth is the point, not an afterthought.
• Precision Over Pattern. We go after the right companies with the right conversation. We would rather have ten relationships that matter than a list of a hundred names.
• Built on Trust. We say the hard thing early, to clients and to each other. You will always know where you stand, and we expect the same honesty back. We care deeply about professional standards, intellectual honesty and the quality of the work.

The Details

Location: Warsaw, on site four days a week with one remote day. This is an in-person role, and most of your week is spent with clients, prospects, and the team.

Compensation: Competitive and set against the person rather than the title. Uncapped commission.

The more business you close, the bigger the upside.