Founding GTM (m/f/d)

About the Job

As a key growth accelerator, A11 partners with Europe's most ambitious startups, scaleups, corporates, and SMBs to connect them with top-tier talent ready to make an impact. We're looking for a motivated Founding GTM (m/f/d) to drive go-to-market strategies and pipeline growth at one of our Ecosystem Companies.

Join the A11 Ecosystem – our client builds the platform to deploy AI agents across industrial supply chain operations. Their mission: to strengthen Europe's industrial backbone by making operational processes future-proof. The agents automate the purchase order lifecycle end to end, giving companies control over their single largest cost driver. They run on the supply chain context graph – a real-time intelligence layer built from ERP data and the knowledge that today only lives in inboxes and people's heads. Leading industrial enterprises already trust their AI agents to turn procurement into a strategic driver of growth rather than a bottleneck. With $6M in funding from Project A, Speedinvest, Sequoia Scouts, and industry veterans, the company is in production with enterprise customers, scaling rapidly and shipping new features daily.

As Founding GTM, you define how our client goes to market. You work side by side with the CEO and COO and improve the process from discovery to closing, hit ARR targets, and run the best sales process in the game. Small team already in place, real customers using the product, real revenue on the board.

In this role, you’ll:

• Be in the room from day one. Enterprise customer conversations with Europe's industrial giants: you prepare them, you're part of them, you own the follow-through.
• Build the materials deals turn on. Decks, business cases, follow-ups – tailored to the stakeholder in the room, at the quality level enterprise buyers expect.
• Represent the company on the ground. On-site at customer offices, at trade fairs, in the workshops where industrial buyers gather – when our client is in the room, they're the best-prepared party in it.
• Optimize the funnel end to end. Discovery, qualification, demo, close: you find where deals stall, run the experiment, and lift the numbers that matter.
• Build the founding GTM squad. As the team grows, you bring in the first Account Executives, set the bar, run the reviews, give the hard feedback – until the closing team runs without founders in the room.
• Run every deal like a project. MEDDIC, MEDDPICC – you know where every deal stands, what unlocks the next step, and what's blocking the close. No deal in your pipeline is a mystery.
• Turn every enterprise close into ammunition. References, case studies, testimonials, joint appearances – each win opens the door for the next five.
• Sharpen the ICP week over week. Industries, company size, persona, pain – you take everything learned in the field and tighten who gets sold to, so every hour spent selling is spent on the right accounts.
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Your Profile: 

• 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 don't need a playbook handed to you – you write it. You've designed outbound from scratch at least once, and 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.
• Raises the bar, not just the headcount. You've helped attract and develop strong commercial hires and 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+). Enterprise buyer call in the morning, investor-grade content in the afternoon.

Please note that this position is based in Berlin. 

Benefits and Perks:

Our client offers a competitive compensation package with meaningful equity. Top performers are supported by a transparent, performance-driven structure with no ceiling on impact.

Additionally, you'll:

• Operate with high ownership and fast customer feedback from day one
• Work in an AI-first, builder environment – the best tools, low overhead, strong bias to ship and learn
• Join an experienced founding team of serial and second-time founders
• Collaborate with top-tier investors and angels, including unicorn founders and leading industry experts
• Work in-person in a Berlin-Mitte office: high focus, ambitious team, low ego

If you’re eager to join the A11 Ecosystem and shape what’s next, we want to hear from you!

Our Commitment to Diversity and Inclusion

A11 is committed to diverse and equal opportunities hiring for all – applicants, candidates, and employees alike. We value humans – with all our glorious multifaceted backgrounds, perspectives, and experiences – and look forward to your application.