Manager Strategy & GTM (m/f/d)
On-siteBerlin, State of Berlin, Germany
Job Summary
Define the go-to-market strategy and pipeline growth for an industrial supply chain AI platform. Prepare for and lead enterprise customer conversations with Europe's largest industrial buyers, then build tailored materials and execute on-site engagements at trade fairs and workshops. Optimize the full sales funnel from discovery to close by identifying bottlenecks and running experiments to lift ARR targets. Build the founding GTM squad by recruiting Account Executives, setting performance standards, and providing direct feedback until the closing team operates independently. Run every deal as a project using MEDDIC frameworks to ensure visibility and accelerate closures, while converting wins into references and case studies to fuel future growth. Sharpen the Ideal Customer Profile weekly based on field insights to focus selling efforts.
Required Qualifications
- 1–3 years in consulting, B2B/enterprise software sales, or similar
- You've personally carried ARR closed – not activity
- Complex projects end to end: multiple deadlines, senior stakeholders, clean output from user to C-level
- Builder, not operator
- You've designed outbound from scratch at least once
- You know the difference between activity and output
- Category thinker
- You've sold something the market didn't have a name for yet
- You co-create with industrial enterprise customers rather than just sell to them – shaping how they see their future
- You've helped attract and develop strong commercial hires
- You can have the hard conversation with a peer
- Industrial DNA
- Procurement cycles, budget timing, multi-stakeholder sign-off – from experience, not a training deck
- Native German
- Strong professional English (C1+)
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